Happy New Year! At start of each show I ask my expert guest the same question: What is the most important thing you can share about pricing? After 50 interviews in 2015, I have compiled their answers into Volume 2 of "The Most Important Thing About Pricing". It's About the Customer Ray Edwards - Set your price based on the value that your bring to your customer. Brennan Dunn - It is not about you, it is about the customer. Brian Casel - Keep the customer’s view of the value in … [Read more...]
Creating Value Through Public Relations with Josh Elledge – 077
Josh Elledge is the Founder and Chief Executive Angel at SavingsAngel.com, whose mission is to help families save money and build wealth. He has appeared on radio and TV over 1000 times and has a syndicated news column with 1.5 million readers. As a result of his media experience, he created UpendPR.com where he shares how to use PR to your advantage. The references in Kirk's intro are: Tim Williams: Price Better by 1% and Earn 10% More Profit The 1% Windfall by Rafi … [Read more...]
Software Development Is A Profession with Tom McFarlin – 076
Tom McFarlin is the founder of Pressware, which develops web apps with WordPress. He is also an open source software developer and an editor for Touch Code, an online technology magazine. Tom has been appointed a Microsoft Most Valued Professional 4 years in a row. He has a computer science degree from Georgia Tech. Solving Customer Problems What is the most important thing you can share about pricing? Start by looking at what you need to live, thinking forward into retirement. … [Read more...]
Creating and Pricing A WordPress Plugin with Jason Coleman – 075
Jason Coleman is the founder of Stranger Studios and the creator of Paid Memberships Pro, a membership plugin for WordPress. He is the co-author of Building Web Apps with WordPress. Jason enjoys playing Minecraft and Super Mario Maker with his kids. Kary Oberunner's podcast with Kirk is here: How to tell your friends their Digital Fly© is down (Episode 51) Transitioning from Services to Products What is the most important thing you can share about pricing? There is not one … [Read more...]
Selling Value to Corporate Purchasing with Jennifer Kinson – 074
Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is the host of The Cash Car Convert. Talking About Price Is NOT Slimey What is the most important thing you can share about pricing? … [Read more...]
A Second Chance at Value Pricing with Tim Dietrich – 073
Tim Dietrich is a mobile application consultant and the developer evangelist for Airtable. He was formerly a database consultant in the FileMaker space, creating several open source projects for the community. He majored in computer science at Towson University. Tim's first appearance on the Art of Value was episode #28, A Contrary View to Value Pricing. It Is Not Too Late What is the most important thing you can share about pricing? It is never too late to change your mind and … [Read more...]
Use Joy to Position Your Business with Richard Sheridan – 072
Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is "Chief Story Teller." He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K in under 30 minutes. Creating Value Through Software What is the most important thing you can share about pricing? Avoid the trap of believing that the lower the price, the more … [Read more...]
The Impact of Really Smart People with Kirk Bowman – 071
This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions - Ed Kless with Sage Shut Up and Eat Your French Fries from The Soul of Enterprise To be great consultants, we have to ask great questions. Examples of great … [Read more...]
Making the Transition to Value Pricing with Adrian Simmons – 070
Adrian Simmons is the Chief Creative Designer at Elements CPA. He also is the director of Thriveal Laboratory, which encourages innovation in the accounting profession. Adrian worked at KPMG for two years before joining his father's accounting firm. In 2013, he had the honor and privilege to re-imagine the firm. How to Switch to Value Pricing What is the most important thing you can share about pricing? Pricing is dynamic and linked to value, which is also dynamic. Do not lock … [Read more...]
VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069
This episode of the Art of Value Show is a live recording from the bi-annual VeraSage Symposium, which was in Boston, MA. The distinguished panelists or VeraSagi are Ron Baker, Ed Kless, John Chisholm and Kirk Bowman. This episode will be rebroadcast on The Soul of Enterprise with Ron & Ed and Pricing Power by Steve Major. What is the future of value pricing? Ron Baker - It is incredibly bright and optimistic. Pricing is now a profession and a C-Suite function. … [Read more...]
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