Wes Higbee was a guest on a previous episode of the Art of Value Show. His latest book is about value and software, Commitment to Value: How to Make Technical Projects Worthwhile. He is also the owner and chief consultant at Full City Technology. Wes focuses on helping teams learn to develop from a value perspective. The Path to Value What is the most important thing you can share about pricing? Be deliberate about the type of customer relationship you want to have. Do … [Read more...]
Creating Value the Disney Way with Lee Cockerell – 046
Lee Cockerell is the former Executive Vice President, Operations of Walt Disney World Resort. He led a team of 40,000 cast members and managed 20 resort hotels, four theme parks, and two water parks. He is the author of three books: Creating Magic, The Customer Rules, and Time Management Magic. He also has a podcast called, Creating Disney Magic with Lee Cockerell, hosted by Jody Maberry. Talking with Customers What is the most important thing you can share about pricing? Pricing is … [Read more...]
A Book Starts the Relationship with David Hancock – 044
David Hancock is the founder and CEO of Morgan James Publishing. He has written or co-written 12 books, including Guerrilla Marketing for Writers, The Entrepreneurial Author, and Performance Driven Thinking. NASDAQ recognizes David as one of the premier business leaders in the publishing industry. Pricing in Book Publishing What is the most important thing you can share about pricing? As entrepreneurs, we sometimes try to overprice things. Charge as much as you can without … [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...]
Coaching: Pricing An Online Course with Caleb Simonyi-Gindele – 037
Caleb Simonyi-Gindele is a registered clinical counselor from Canada who helps couples build thriving, passionate marriages. He and Kirk are in a mastermind group together. Caleb requested assistance with pricing his online marriage course. They decided to record the coaching session for the Art of Value Show. Discovering Value What is the current situation? Diakon Leadership offers counseling and coaching for marriages. Caleb's remote location limits the number of in-person … [Read more...]
The Value of Tomorrow with Brennan Dunn – 035
Brennan Dunn started as a freelancer and grew his business into a 10+ person agency. He then decided to create software for himself, rather than others with Planscope.io. Additionally, he has created a variety of teaching tools for pricing and lead generation at DoubleYourFreelancing.com. Positioning With Care What is the most important thing you can share about pricing? It's not about you. It's about the customer. When it comes to pricing yourself, most people tend to think … [Read more...]
The Magic and Logic of Pricing with Tim Williams – 034
Tim Williams is a marketing professional with over 20 years experience in large agencies. He is the founder of Ignition Consulting Group and author of Positioning for Professionals. Tim is also a Senior Fellow at the VeraSage Institute. Pricing Integrity What is the most important thing you can share about pricing? Stand your ground. When you protect your pricing integrity, it makes the client want you more. What is pricing integrity? We only have our … [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...]
The Law of Value with Bob Burg – 030
Bob Burg is a best-selling author and popular speaker. In his books (with co-author John David Mann), The Go-Giver and Go-Givers Sell More, Bob explains the Five Stratospheric Laws of Success. The first law is The Law of Value. Laws of Value and Compensation What is the best thing you can share about pricing? Unless your last name is Walmart, making low price your value proposition is probably not a good idea. When you sell on price, you are a commodity. When you sell on value, … [Read more...]
The Most Important Thing About Pricing Vol. 1 – 026
Happy New Year! At beginning of each show I ask the same question, What is the most important thing you can share about pricing? After 20 interviews, I have compiled the answers into a best-of show. Defining Value Pricing Ed Kless, VeraSage Institute - Entrepreneurs continue the work of creation. Melissa Hawks, Hawks & Rock - Your brand has a story and that story has value. Wes McClure - Step back and make a commitment to value. Jon Lax, Teehan+Lax - Value pricing is a … [Read more...]