“The more effort you put in, the more you’ll be able to charge. The more value you will create.” That’s a generalization that doesn’t really apply. Just think of this:

It’s going into convince mode. It’s pushing your products or services down your market’s throats. Trying really hard to show you’re worth it. To show you’re really good. To prove

That’s a question I got this morning from a client whose prices were implemented. The answer was this: Because pricing has numbers in it, but has very little (to nothing)

You can get to the same event / happening and evaluate in different ways. And if you try to compare them, you need to have clear which was the intend

When you don’t need it. It lets you explore ideas, try things out and say no with no emotional load involved. Because when you do need it (money), you’ll have

Customers might not tell the difference between great work, good-enough work, and mediocre work. But they sure know a good service from a shit one.

Charging by the hour creates the wrong incentives. Focusing solely on revenue creates the wrong incentives. Applying discounts without a clear criteria and policy creates the wrong incentives. Serving everyone

Where do YOUR thoughts LEAD?

How to make your business survive: discounts. A culture of discount hits your business deeply. It puts you (and your team, if you have one) at disadvantage when going to

You as the seller have the total freedom to put any price you want. Your customers have the total freedom to choose whether or not to pay that price to

Leads the dynamics in the relationship. If you’re a partner of your clients, then the power weights are roughly equal. You have things at risk when they don’t work. But

“Knowing how much your competition charges will let you know where you can set your prices. So that you don’t charge too little, or charge too much.” Sure. This makes

A brand is the gut feeling a person has about an organization, product or service. Not about a person. Here’s why Because from a functional perspective, an organization, product

It’s funny. Every time I see a business saying they “bring solutions” I smile. Ponder this question: If you bring solutions… does it mean your competitors (in their marketing and

They fail. It’s hard to get it right. The scope can always change and it’s a minus-business. That’s right. The way those fixed prices for projects fail is because they

Inexistent. Personal brands —or you being a brand— is not real. First, because you’re a person. Not a thing. Second, because brand is a perception. There are as many brands

Selling. The dirty word. Makes you cringe. A natural reaction. When it’s understood as we’ve been taught: convincing, finding ways to sneak in things that will be (mostly) in your

Push or Pull marketing? None. Because they don’t actually exist. Here’s why. What most seem to forget is the final part of it: Push or Pull marketing strategies. It’s actually

Pre-S. Got down on a flu for a few days. No fun at all. But all good. We’re back at it. 🙂 Now, onto our thing. A new series: Marketing

The wrong focus. On customers that are not profitable. On products that no one needs. On numbers (revenue, sales), over profits. On people who just won’t do the thing or