Steve Major is a pricing and business consultant from Australia. He started out as a charted accountant (CPA) and then founded a consultancy for accountants called Pricing Power. He grew up on a sheep station (70,000 acres) in Texas, Queensland. He is the host of the Pricing Power podcast and enjoys landscape photography. Switching to Value Pricing What is the most important thing you can share about pricing? Pricing is the most important lever in your business. It has … [Read more...]
A Biblical View of Creating Value with Ray Edwards – 032
Ray Edwards is a copywriter and marketer who has worked with successful clients like Tony Robins, Jack Canfield, and Jeff Walker. He is the host of a weekly podcast, The Ray Edwards Show, and the author of Writing Riches, about effective copywriting. Three Questions for a Value Conversation What is the most important thing you can share about pricing? You should set your prices based on the value you bring to your client, which assumes: You know the value you bring to your … [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...]
An Accountant Learns to Value Price with Josh Zweig – 027
Josh Zweig is a the founder of LiveCA, an online accounting firm in Canada. His goal is to serve his customers from anywhere in the world with only a backpack. Learning to Value Price What is the most important thing you can share about pricing? Pricing is a skill that gets better as you practice. How did you first get exposed to value pricing? He was seeking a better way to price and found a mentor to expose him to value pricing. What is the difference between … [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...]
How to Have a Value Conversation with Dan Morris – 023
Dan Morris runs an accounting company and loves to ask, "What if?" He thinks of himself as the rudder to help his customers think strategically. What is the most important thing you can share about pricing? Always remember that whatever the price, the price to the customer has to be less than the value they receive. The price received by the producer has to be more than the psychological and physical cost to the producer. The basics for a good value conversation include … [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...]
The Internal Perspective of Value Pricing with Kirk Bowman – 018
In this episode, Wes McClure continues the interview with Kirk, discussing how he uses value pricing from the perspective of a business owner and with his team. How do you ensure your team understands value? Talk about it all the time. Learn from experience. Team members can shadow on a call to learn. Your team will challenge you. Have a pricing council. We ask subcontractors for a fixed price, but they are usually providing an effort-based price. The more people … [Read more...]
The External Perspective of Value Pricing with Kirk Bowman – 017
In this episode, Wes McClure interviews Kirk on his path to value pricing, the challenges with hourly billing, and the process he uses now with his customers. What was your path to value pricing? Life-long entrepreneur. Custom software developer "by the hour" for the 15 years. Switched to value pricing for 5 years ago. Kirk shares his "conversion" story. Getting to the point you are willing to say no if you can't help the customer becomes an integrity issue. Billing by … [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...]