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...]
Picking Your Value Lane with Jeffrey Shaw – 082
Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets to work by cable car. Determining Your Lane What is the most important thing you can share about pricing? Pick a lane. Be aligned through your … [Read more...]
Value Pricing Is A Business Model with David Wells – 066
In 2012, David Wells led Moores, a 40-lawyer practice, through a transition from hourly billing to value pricing. From his experience, he learned value pricing is more than a way to determine what to charge a customer. It is a business model, a philosophy, and a way of thinking. David shares how the new model changed the customers, employees, processes, and systems at Moores for the better. Switching to Value Pricing What is the most important thing you can share about pricing? … [Read more...]