Value Pricing
A Few Sure-Fire Ways to Know the Pricing of Your Services is Off (or maybe just flat out wrong)
You’re running too many “specials” and offering discounts right and left. Why? Because you’re conditioning client to think solely about your price and wait for your specials.
Read MoreAdding Value Doesn’t Have to Be Expensive
Value is intangible as well, and inextricably tied up in how clients perceive you, your soft skills, how you do what you do, and factors which have nothing to do with your features and benefits.
Read MorePlumber Pricing
Price the needed velocity. When confronted with a premium price, such clients will make their own determination as to how important that year-end closing is, and therefore how much they value your project.
Read MoreThe Value of Showing Up
Word of mouth and referrals may be the wellspring of your practice, but intangibles are what you scoop up the water with.
Read MoreValue is Like a Bank Account
No value balance stays static for long. It rises or falls, based on the value we add or the value we take away.
Read More“People don’t like to be sold, but they love to buy.”
If you think you have to be a “salesperson” with all the associated stereotypes that roll around in your head, you don’t. Just go serve people. Sales is service.
Read MoreTrust is Priced with Very Slim Margins
For those of us who are solo or small firm professional services providers, the lesson is clear: trust is priced on very slim margins. Trust is a critically vital currency in our everyday work.
Read MoreThe One Question You Must Answer if You Plan a Price Increase
Moreover, since the value in this question is the value perceived by your clients, not your own opinion of value delivered, it means that you must have had some inquiring dialogue with your clients along the way.
Read More“I Want to Help Everyone”
Yes, you’re a professional services provider. You’re doing what you do because you want to serve, you want to help people. Helping everyone, though, is not a business strategy which makes any sense.
Read MoreAvailability
Pay attention to availability, services providers, both how you communicate it, and how your prospective clients communicate their understanding of it back to you.
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