Today’s daily is this one by Blair Enns: Ideological Resonance. TL;DR: it’s about your perspective and how your insights make you stand out from your competitors. That’s originality, authenticity, and
Digging deeper into more sources and resources of that McKinsey study re: how your best chances at improving your profit rest more on changing how you price than looking for
The one thing that can drive a higher impact in your business is your price. From all things, increasing your price (and charging differently) can improve the way your business
Have you ever done work for free? If so, how did it go for you? Did you get what you were excpecting at the beginning of the engagement? Quite curious
Pricing is not about growth. It’s about profit. About getting the maximal monetary amount your customer is WILLING to pay. BUT, also, it’s about profit AFTER bringing your customer to
When you approach your sales conversations without trying to find a solution in the very moment, you find yourself listening to understand. To understand HOW you could help your prospect
Sustainability, ESG, climate change, circular economies… they all have a problem: they’re jargon. They go full-on academic, or fuzzy, or whatever, actually. It goes around in very small, strict pods
Price, at the end of it all, is related to what the customer gets in return. It’s the acceptable amount of money they decide to pay in exchange for something.
Can you charge different prices for the (very exact) same thing? For services. For productized services. For products. Let me know. 🙂
When moving prices up little by little, it’s all about the seller (you). About their costs, their margins, their “compensation” on inflation, etc. It has nothing to do with the
Price is the representation of your promise. If you have a high price, the implied promise is that it’s of high value. It’s the right message. If you have a
More often than not, there is a big focus on revenue as the thing to measure (success, growth, improvement). All of this nonsense of “Orders. Orders. Orders.” The thing is,
Choosing revenue means choosing vanity. It means that what’s important is what goes into the business. The today, rather than the long game. It dilutes the way you make decisions,
The price you set is not a reflection of you. The price you set is not a reflection of your worth. It’s not a reflection of your effort. It’s not
By agreeing with the objections. “It’s too expensive.” It is. “The price is ridiculous.” It might be. “Why so expensive?” That’s the price. “But it’s SO simple.” You’re right. It’s
Don’t get invested into what you want to get. The moment you do that, you’re too invested in the sale and giving your power away. You’ll take the zero as
When you find a budget protector (one who sees costs as the core, efficiencies in the systems, how to spend less in order to gain more), no matter what you
Business model. New business model. Revenue model. 3 different things that might overlap, and are not the same. Business model: how your business operates and the results it makes. New
When you and your prospect are about to talk price, just drop the grenade —and shut up. The one who breaks the silence is the one who will give more
First, willful ignorance. It’s the avoidance of the facts and what’s the situation. It’s choosing to ignore all the red flags and moving away from making a decision. Why? Because