Creating an experience means that work becomes a performance for which you charge an admission fee. What would you have to revise to sell a ticket to engage with your business? The answer to this question can launch your business beyond the first three stages of economic value–commodity, goods and services–to the fourth stage, the experience. The Progression of Economic Value What is the most important thing you can share about pricing? You are what you charge for. If you … [Read more...]
Value and Pricing in the Enterprise with Matthew Habuda – 094
After discussing the limitations of hourly rates in a Facebook group, Matthew Habuda decided to give value pricing a chance. He started with a small project and progressed to a Fortune 500 opportunity. Along the way, he had to convince the customer and subcontractors it was the right decision. He shares his results and why he will never bill by the hour again. Top of Show Resources Without the Conversation, There is No Value Pricing, by Ed Kless Kansas Supreme Court Says It’s … [Read more...]
Learning the Art of Frame Control with Oren Klaff – 093
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 from the customer, frame control can help redirect the conversation and stay focused on discovering value from their perspective. We include a live … [Read more...]
The Mental Health of the Entrepreneur with Cory Miller – 091
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 a counselor. Now, on the other side personal tragedy, Cory is telling entrepreneurs to pay attention to their mental health. He has done what few people would ever do. He was … [Read more...]
Selling Value to Corporate Purchasing with Jennifer Kinson – 074
Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is the host of The Cash Car Convert. Talking About Price Is NOT Slimey What is the most important thing you can share about pricing? … [Read more...]
Pursuing of the Economic Buyer with Higbee & Riopelle – 065
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 teach others how to implement it. Defining the Economic Buyer What is the economic buyer? Matt - It is someone who has … [Read more...]
Using Value to Steal the Show with Michael Port – 063
Michael Port is the author of six books and a New York Times best-selling author. The Boston Globe commented, "He is an uncommonly honest author." He has been called a marketing guru by the Wall Street Journal and a sales guru by The Financial Times. His seventh book, Steal the Show, is due this fall. "Book Yourself Solid" Sales System What is the most important thing you can share about pricing? People buy to express their values. If you look at the sum of what we purchase, … [Read more...]
You Can Learn To Price Too with Kevin Mitchell – 056
Kevin Mitchell is the President of the Professional Pricing Society (PPS). He is the publisher of a quarterly journal on professional pricing, which is primarily academic research. He also publishes a monthly newsletter, called the Pricing Advisor, which follows trends in pricing. He has spoken all over the world on pricing, including North America, South America, Europe, and Asia. Professional Pricing Society What is the most important thing you can share about pricing? … [Read more...]
The Role of Value in Sales with Donald Kelly – 053
Donald Kelly is the host of The Sales Evangelist podcast and an award-winning speaker. His podcast has been mentioned in Entrepreneur Magazine, The Huffington Post and on Yahoo Finance. He's a sales trainer and mentor, and a self-admitted addict to staycations. Kirk was a guest on Episode 32 of The Sales Evangelist. Getting Started in Sales What is the most important thing you can share about pricing? Price is the reward for the value that people see. People can be afraid of … [Read more...]