In The Brain Audit, Sean D'Souza uses an analogy of 7 bags, or pieces of luggage, to explain the sequence the brain goes through during the buying process. Open the bags one at a time, in the right order, and the customer will buy. Skip a bag or alter the sequence, and the customer cannot finish the steps to make a purchase. Start with the Profile, Problem, and Solution What is the most important thing you can share about pricing? You are charging less than you should be. The … [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...]
Visual, Verbal and Value Identity with Mike Kim – 052
Mike Kim is a marketing consultant that specializes in creating personal brands. He is also the chief marketing officer for an education company in New Jersey. He is the host of the Brand You! podcast, and a speaker at Podcast Movement this summer in Fort Worth, Texas. Positioning Yourself with Price What is the most important thing you can share about pricing? You can probably charge higher than you think you are worth. The mental block is in your mind, not others'. Charge … [Read more...]
The Value of Story and Experience with Jody Maberry – 043
Jody Maberry is a former park ranger who now specializes in creating story and experience for customers. In other words, he's a marketing consultant and copywriter. He got his MBA from the Jack Welch Management Institute at Strayer University. He spends his free time hiking in the great northwest of United States and Canada. The Importance of Story and Experience What is the most important thing you can share about pricing? You are worth more than you think you are. It is good … [Read more...]
A Biblical View of Creating Value with Ray Edwards – 032
Ray Edwards is a copywriter and marketer who has worked with successful clients like Tony Robins, Jack Canfield, and Jeff Walker. He is the host of a weekly podcast, The Ray Edwards Show, and the author of Writing Riches, about effective copywriting. Three Questions for a Value Conversation What is the most important thing you can share about pricing? You should set your prices based on the value you bring to your client, which assumes: You know the value you bring to your … [Read more...]
Value and Pricing for Copywriters with Ed Gandia – 031
Ed Gandia is freelance copywriter who got his start writing white papers for his employer. Now, he specializes in educational content for B2B software companies. He is an author and host of the High-Income Business Writing Podcast. Pricing for Freelance Copywriters What is the most important thing you can share about pricing? Most people price on the low side. Forrest Gump Principle - The less you know about a market, the easier it is to price higher. Ed started pricing too … [Read more...]