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...]
Creating Value With Crowd Funding with Jared Easley – 025
Jared Easley is host of the Starve the Doubts podcast. (Kirk was interviewed on episode #82.) He is also co-founder of Podcast Movement, the first conference exclusively for podcasters. Validate the Idea First What is the most important thing you can share about pricing? Validate your idea. Market before you manufacture. What are some ways to validate your idea? Create an Eventbrite page to see if people will pay for it. Use Ritetag to research the hash tags that … [Read more...]
A Designer’s View of Value Pricing with James Dalman – 024
James Dalman is a designer who sells on value. He also leads HappyJoe.org, a non-profit to help veterans get jobs in the technical workplace after returning from service. What is the most important thing you can share about pricing? Pricing is about selling the value. Value is not determined by what the salesperson believes; it is what the customer perceives it is. To sell value, a good salesperson uncovers the benefits the customer is looking for and the emotions behind it - and … [Read more...]
Find Your Why and Price Accordingly with Sean Nisil – 020
Sean Nisil is a fee-based financial advisor, whose mission is to help people to live their ideal life now and in retirement. What is the most important thing you can share about pricing? Clarity: What am I, as a service professional, going to be providing and setting the expectation clearly. Compensation as a financial advisor can be commission or fee-based. The fee-based model allows the customer to understand the service being offered, how much it will cost and what the value … [Read more...]
Pricing Tips From Real Estate with Casey Lewis – 019
Casey Lewis is a consultant, helping people get out of debt. Additionally, he is a real estate agent. This episode shows his perspective on value in those areas. What is the most important thing you can share about pricing? If you can't help solve a problem or add value, it is OK to walk away from a sale. Sometimes the best way to serve a customer is to not serve them. How does pricing work in residential real estate? Real estate agents can charge the percentage they … [Read more...]
Learning to Value Price Is A Process with Marty Thomasson – 015
Gearbox Solutions is switching to value pricing. In this episode, owner Marty Thomasson discusses his experience during the transition and the impact on the business. What is the most important thing you can share about pricing? Moving to value pricing requires a full commitment. It requires changing the way you think, including new soft skills. Changing your business to value pricing is a philosophical change. Value pricing is a technique to create a win-win for the customer … [Read more...]