Art Of Value

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How the Customer Decides to Buy with Sean D’Souza – 096

May 10, 2016 by Kirk Bowman Leave a Comment

How the Customer Decides to Buy with Sean D'Souza

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.

Filed Under: Creative, Episodes Tagged With: Copywriting, Guarantee, Psychology

Picking Your Value Lane with Jeffrey Shaw – 082

February 4, 2016 by Kirk Bowman Leave a Comment

Picking Your Value Lane with Jeffrey Shaw

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 […]

Filed Under: Episodes, Positioning Tagged With: Guarantee, Photography, Positioning

Value Pricing Is A Business Model with David Wells – 066

October 13, 2015 by Kirk Bowman Leave a Comment

Value Pricing Is A Business Model with David Wells

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.

Filed Under: Episodes, Legal, Switching Tagged With: Attorney, Guarantee, Project management

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