Pricing
Trading Jobs
My thoughts on a note I received from an independent consultant on starting her business and realizing that she’d traded jobs.
Read MoreOn Confidence and Silencing the Voice in Your Head
The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective.
Read MoreDogs Chase, Experts Don’t
On expertise, dogs, and the unintended signals some professional services providers send.
Read MoreWhen “Know, Like, and Trust” Doesn’t Matter
The old cliché about how “people do business with people they know, like, and trust” doesn’t fully explain why clients buy or their willingness to pay.
Read MoreHow Clients Benefit When You Charge More
Yes, It’s counterintuitive. But clients benefit more when you charge a higher price, one based on the value they perceive receiving from you, than if you discount your services.
Read MoreSelling to Your Own Wallet
You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.
Read MoreThere is No “New Normal”
There is no “new normal.” There’s not a “forward normal,” nor a “next normal.” There never was a normal to begin with. “Normal” is a mirage. To be effective in our business, we must embrace this fact.
Read MoreThe False Comparisons of Hourly Pricing
Pricing by the hour causes clients to make false comparisons which have nothing to do the quality of the service you provide, as illustrated by this look at a national survey of hourly billing rates for attorneys.
Read MoreThe Value of a Smile
Orthodontics, visions of an outcome, value, and pricing
Read MoreDon’t Fill in the Blanks
On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.
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