Lee Cockerell was a guest a previous episode of the Art of Value Show. At the end of that show, Lee suggested we do another interview to discuss the rules of customer services from his book The Customer Rules. While we will not cover all 39 rules, we will cover a dozen or so during this episode. Lee is a former Senior Vice President of Operations at Walt Disney World Resort. He is the author of three books, with a fourth due in late 2016. He is a teacher at Thrive15 and Sports Mind Institute. … [Read more...]
Align Value with Your Target Market with Aaron Vidas – 108
Aaron Vidas is the founder of StrategyBox, a marketing consultancy for $50M companies. In this episode, we discuss realigning your value proposition with a new target market. In the first segment, Aaron explains how he realized he was not aligned and the steps he took to change it. In the next segment, we explore how to research a new target market through interviews and conferences. He concludes with a couple of pricing stories from his experience. Aligning Your Value Proposition What is the … [Read more...]
After You Create Value, Profit First with Mike Michalowicz – 107
Mike Michalowicz has created three multi-million dollar companies and is the author of four published books including Profit First and Surge. His is a former columnist for the Wall Street Journal. One of his unique skills is using mnemonics to memorizes his keynote speeches. I (Kirk) was recently a guest on his podcast, Grow My Accounting Practice. In this episode, Mike and I discuss his book Profit First. The thesis of the book is profit should be taken out of your revenue first, before … [Read more...]
Revenue Generation for Ecommerce with Kurt Elster – 106
Kurt Elster is an e-commerce consultant who specializes in the Shopify platform. He is a founder and partner at EtherCycle, and host of the Unofficial Shopify Podcast. He earned his MBA from Illinois Institute of Technology. Kurt is a newlywed, and the theme for his wedding was "Day of the Dead," the Mexican version of Halloween. Focusing On a Single Product What is the most important thing you can share about pricing? Charge more. In the e-commerce space, businesses regularly … [Read more...]
The Legacy of Value and Pricing with Paul Kennedy – 105
Paul Kennedy is a co-founder and partner at O'Byrne & Kennedy (OBK), a chartered accounting firm in the United Kingdom. He is also a Practicing Fellow at VeraSage. In this episode, we explore the OBK journey to value pricing. In the first segment, Paul explains how OBK transitioned to value pricing over a 5-6 year period. During the second segment, Paul discusses the influence of value pricing on their customers and services. The Switch to Value Pricing What is the most important thing … [Read more...]
The Value of Significance with Aaron Walker – 104
Aaron Walker founded View From the Top to help men live a life of significance. In this episode, we discuss his journey from the pawn business to coaching men. In the first one, we explore being the right fit for the customer. During the second segment, Aaron describes selling and pricing in the pawn business. In the third segment, Aaron explains what significance is and why it matters. Are You the Right Fit? What is the most important thing you can share about pricing? Be fair to the … [Read more...]
The Freedom of Value Pricing with Chris Blunt – 103
Chris Blunt is a software developer from the United Kingdom and a member of the Art of Value Society. In this episode, we discuss his transition from hourly billing to value pricing. In segment one, we explore his motivation to move from hourly rates to pricing on value. During the second segment, Chris explains how he transitioned from a vendor to partner with his customers. In the last segment, Chris describes his early success with value pricing. Escape from Tracking Time What is the … [Read more...]
Designing Value for Your Online Course with Janelle Allen – 102
Janelle Allen is a learning designer of online courses at Zen Courses and the host of the Zen Courses Show. In this episode, we discuss how to create significant value for your course. In the first segment, we explore the most important factor, learner success. During the next segment, she explains how to determine what success is for the learner. Then in the last segment, we review the most successful pricing strategy for online courses. The Learner-Focused Approach What is the most … [Read more...]
Narrative Is the Medium for Value with Chris Lema – 101
Chris Lema is a software product strategist and daily blogger at ChrisLema.com. In this episode, we discuss value pricing in the enterprise market and creating membership sites. During the first segment, we explore selling software to large customers through story and value. In the second segment, Chris explains why a subscription service is actually a membership site and how to maximize revenue with pricing. Selling to the Enterprise What is the most important thing you can share about … [Read more...]
The Foundation of Wealth Is Wisdom with Rabbi Daniel Lapin – 100
Daniel Lapin is best known as America's Rabbi. In this episode, we discuss his book Business Secrets From the Bible. In the first segment, he defines "ancient Jewish wisdom" and then defines business, money, and wealth from a Biblical perspective. During the next segment, we contrast the spiritual and physical nature of business. In the last segment, we explore attitudes of wealth and the consequence of each. The Definition of Wisdom What is the most important thing you can share about … [Read more...]
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