Art Of Value

Discover Value | Create Options | Start Pricing

  • About
  • Events
    • AOV Conference 2017
  • Podcast
    • Accountants
    • Bookkeepers
    • Creatives
    • Developers
    • Lawyers
  • Work Together
    • Coaching
    • Consulting
    • Speaking
  • Contact

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

Learning the Art of Frame Control with Oren Klaff – 093

April 19, 2016 by Kirk Bowman Leave a Comment

Learning the Art of Frame Control with Oren Klaff

Oren Klaff is an expert at pitching and closing multi-million dollar investment deals. His closing rate is high because he has mastered the art of frame control. Frame control helps Oren capture and keep the investor’s interest during a presentation. The same concepts apply when you are having a value conversation. When you encounter resistance […]

Filed Under: Episodes Tagged With: Positioning, Psychology, Sales

The Mental Health of the Entrepreneur with Cory Miller – 091

April 5, 2016 by Kirk Bowman Leave a Comment

The Mental Health of the Entrepreneur with Cory Miller

Mental health is a tabu subject. And that is exactly why Cory Miller is sharing his story. He went through a divorce, and one of the effects was depression. It affected his ability to lead his team and make decisions in his business. Fortunately, he had an attorney who recognized the symptoms and suggested he see […]

Filed Under: Episodes, Software, WordPress Tagged With: Psychology, Sales, WordPress

A Masterclass in Creating Options with Keith Perhac – 080

January 20, 2016 by Kirk Bowman 4 Comments

A Masterclass in Creating Options with Keith Perhac

Keith Perhac is a technical marketer, a combination of a software developer and a conversion optimization specialist. He works with SaaS companies and internet marketers to develop automated evergreen sales funnels. He helps convert the traffic that comes to your website into sales. Keith has built two companies around this specialty: SegMetrics.io, which is the […]

Filed Under: Episodes Tagged With: Internet marketing, Options, Psychology

VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069

November 3, 2015 by Kirk Bowman Leave a Comment

VeraSage State of the Union 2015 with Baker, Kless & Chisholm

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 […]

Filed Under: Episodes, VeraSage Tagged With: Psychology, Value conversation, VeraSage

Pursuing of the Economic Buyer with Higbee & Riopelle – 065

October 6, 2015 by Kirk Bowman Leave a Comment

Pursuing the Economic Buyer with Wes Higbee & Matt Riopelle

Wes Higbee is a software consultant from New York. He has been interviewed on the AOV Show before about software consulting, agile development, and customer value. Matt Riopelle is a creative consultant from Austin. He was a guest on the AOV Show previously to discuss the importance of pricing. Wes and Matt practice value pricing in their businesses and frequently […]

Filed Under: Episodes Tagged With: Psychology, Sales, Value conversation

The Ethics of Price Discrimination with Rags Srinivasan – 064

September 29, 2015 by Kirk Bowman 2 Comments

The Ethics of Price Discrimination with Rags Srinivasan

Rags Srinivasan is an engineer, turned pricing consultant. His epiphany came when he realized it is not about costs. Nowadays, he leverages an analytical approach on pricing. He has an MBA from the Haas School of Business at Berkeley, where he studied with Teck-Hua Ho. He is an avid hiker and said that if it is not […]

Filed Under: Episodes Tagged With: Options, Psychology, Value conversation

The Psychology of Options in Pricing with Mark Wickersham – 061

September 8, 2015 by Kirk Bowman Leave a Comment

The Psychology of Options in Pricing with Mark Wickersham

Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about […]

Filed Under: Accounting, Episodes Tagged With: Accounting, Options, Psychology

Pay What You Want Pricing with Tom Morkes – 016

November 18, 2014 by Kirk Bowman Leave a Comment

Tom Morkes is an expert at Pay What You Want pricing. In fact, he wrote a book on it. PWYW pricing lets the consumer choose the price to pay for the product or service. What is the most important thing you can share about pricing? Pricing is marketing. How you price your products and services is part of marketing, and […]

Filed Under: Episodes Tagged With: Positioning, Pricing strategy, Psychology

Search

Email List

   Join   

Podcast

Subscribe

Copyright © 2023 · Centric Theme on Genesis Framework · WordPress · Log in