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RBA Logo 2018_resize
  • Home
  • Meet John Ray
  • Problems We Solve
  • What Real People Say About John Ray
  • Blog: The Price and Value Journey
  • Podcasts

Posts Tagged ‘pricing’

Discounting the Christmas Ham

By John Ray | December 3, 2018 | 2

The expectations you set with customers determines whether you become the Christmas ham.

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Do You Really Know Your Competition?

By John Ray | November 16, 2018 | 0

The identity and nature of your competition is not always obvious. Do you know the sources of your competition? How do you use that knowledge to build a perception of value to your customers?

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Warren Buffett on the One Difference in a Great Business

By John Ray | November 6, 2018 | 1

Business owners, take comfort from Warren Buffett, arguably the world’s greatest investor: you don’t have to be the greatest manager to have a great business. There’s one thing you have to get right, Buffett says: pricing.

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Cincinnati Chili, A Broken iPhone, and the Emotions of Customers

By John Ray | October 5, 2018 | 1

Customers do not automatically gravitate to the lowest price offering; their decisions are based on emotions, such as identity and nostalgia, which have nothing to do with price. Cincinnati chili as an illustration of this principle.

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On Why B2B Service Providers are No Different Than Coffee Retailers

By John Ray | October 1, 2018 | 0

B2B services providers are no different then coffee retailers in one key respect: different customers have different wants and needs…..and a widely varied willingness to pay.

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Pricing, Quality, and the Last U.S. Manufacturer of Marbles

By John Ray | September 25, 2018 | 0

Offshoring and video games decimated the U.S. marble industry and left only one domestic manufacturing standing: Marble King in Paden City, WV. How did they do it? They set out to become the best marble manufacturer in the world.

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Posting Prices and Value Propositions on Your Website: A Property Inspector’s Example

By John Ray | September 11, 2018 | 0

Should you post your prices on your website? How do you communicate the value you provide to attract clients who don’t want the cheapest provider, but want the best and are willing to pay for it? Here’s the case of a property inspector who deftly handles these questions.

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Matching Vision and Talent: How One Videographer Invites a Value Conversation With Clients

By John Ray | August 27, 2018 | 0

How videographer Trenton Carson responds to the “what are your rates?” question from clients . . . and how he invites them into a value conversation.

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How to Respond to the “What are Your Rates?” Question

By John Ray | August 23, 2018 | 2

You meet a prospect at a networking event, or maybe they find you online. The first question they ask is “what are your rates?” How should you respond? Here’s an answer for that question.

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Prices Send Signals to Customers: The Jewelry Store Version

By John Ray | August 20, 2018 | 0

“You can signal inferiority and repel, or you can indicate quality and attract your ideal customer. Yes, price persuades.” An illustration from a classic book on influence and persuasion.

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