value conversation – Ray Business Advisors

Value Gone Stale

By John Ray | February 16, 2023 |

Value Gone Stale February 16, 2023 In recent survey results on the least desired Valentine’s Day gifts, one of the top choices was the classic heart-shaped box of chocolates. Over half of the respondents in this survey agreed that this gift represents a “cop-out.” Forty or fifty years ago, the heart-shaped box of chocolates was…

Dealing with Clients Who are at Their Worst

By John Ray | December 13, 2022 |

Effective value conversations aren’t just a method to determine and improve our own pricing. The conversation itself can offer a tremendous gift for our clients.

Selling to Your Own Wallet

By John Ray | September 3, 2020 |

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.

Don’t Fill in the Blanks

By John Ray | July 14, 2020 |

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.

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

By John Ray | August 27, 2018 |

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

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

By John Ray | August 23, 2018 |

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.

“How to Increase Your Prices and Profits”: My Interview on the “Biz Communication Show” with Dr. Bill Lampton

By John Ray | August 16, 2018 |

Thanks to Bill Lampton, Ph.D., the “Biz Communication Guy,” for having me as a guest on his “Biz Communication Show.” We discussed pricing topics like how to deal with the “I can’t afford you” objection, the need to have a value conversation before pricing your service, and how professional service providers offer intangible value which goes well beyond the service itself.