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Learning to Value Price Is A Process with Marty Thomasson

Learning to Value Price Is A Process with Marty Thomasson – 015

November 13, 2014 by Kirk Bowman Leave a Comment

Gearbox Solutions is switching to value pricing. In this episode, owner Marty Thomasson discusses his experience during the transition and the impact on the business.

http://traffic.libsyn.com/artofvalue/015-Learning-to-Value-Price-Is-A-Process.mp3

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What is the most important thing you can share about pricing?

  • Moving to value pricing requires a full commitment.
  • It requires changing the way you think, including new soft skills.
  • Changing your business to value pricing is a philosophical change.
  • Value pricing is a technique to create a win-win for the customer and the business.

How has your conversation with your customer changed?

  • Talking about value more quickly, not just talking about features.
  • We want the customer to know that we are going to guide, consult, identify the problems and the why behind them.
  • Discussing value earlier in the conversation, the customer sees a different approach than our competitors.
  • Once we learned we were not building a commodity, it led to value pricing.
  • Your interests become the customer's interests.
  • Focusing on hours ignores the results. It focuses on minimizing or maximizing the time spent.
  • You can make more money through value pricing, but it is not gouging the customer.
  • Knowing you have made a dramatic difference in someone's life is what drives Marty.

Why are you an entrepreneur?

  • Marty enjoys seeing opportunities and going after them.
  • He likes to constantly learn and value pricing is a new area of learning.
  • The value pricing process allows Marty to take one step back and discuss the value the customer will receive.
  • That conversation increases his value to the customer.

About Marty Thomasson

  • Founder of Gearbox Solutions
  • Has been in business for 15 years
  • Had a screen printing company in college
  • First business was mowing lawns at age 13
  • Twitter: @gearboxatl

Filed Under: Episodes, Software, Switching Tagged With: Self-confidence, Value conversation, Value pricing story

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