You meet a prospect at a networking event, or maybe they find you online. The first question they ask is “what are your rates?” How should you respond? Here’s an answer for that question.
“You can signal inferiority and repel, or you can indicate quality and attract your ideal customer. Yes, price persuades.” An illustration from a classic book on influence and persuasion.
Thanks to Bill Lampton, Ph.D., the “Biz Communication Guy,” for having me as a guest on his “Biz Communication Show.” We discussed pricing topics like how to deal with the “I can’t afford you” objection, the need to have a value conversation before pricing your service, and how professional service providers offer intangible value which goes well beyond the service itself.
Some professional baseball players see enough value in their barbers to fly them around the country (sometimes internationally) to get a haircut. Why? Because these barbers meet some intangible value needs these players have. It’s a reminder that all our customers have intangible needs we meet which go beyond the features of our product or service.
Your prices send signals to customers…sometimes messages you didn’t intend. A master woodworker’s story illustrates the point.
You’ve had the ribbon cutting and you’ve got customers. Maybe you’ve even turned a profit. You’re still not officially in business until you’ve reached these milestones.
This Week on “North Fulton Business Radio”: Dale Sizemore with Voterworkz and Jonathan Stelling with PrideStaff Financial August 8, 2018 Running for office and needing to connect with engaged voters? Need to recruit a high quality professional for your team? Dale Sizemore of Voterworkz, LLC and Jonathan Stelling of PrideStaff Financial, our two guests on this week’s “North Fulton Business Radio,” have the answers to those needs. If you missed the live show you can find the podcast on your favorite podcast app…
Apple’s rise to one trillion in market value–a first in U.S. business history–was achieved because of a pricing strategy which overcame missed forecasts. There’s a lesson (and opportunity) here for all of us.
This Week’s “North Fulton Business Radio”: Tom Briggette with Pioneer Capital Group and Kyli Owen with 27th & Leo August 3, 2018 On this week’s edition of “North Fulton Business Radio,” we enjoyed a great discussion on small business finance and retail product branding with two insightful professionals, Tom Briggette of Pioneer Capital Group and Kyli Owen of 27th & Leo. If you missed the live show you can find the podcast on your favorite podcast app or by following this…
It was a great pleasure to welcome Jim Gilvin, Mayor of Alpharetta, to this week’s edition of “North Fulton Business Radio.” We discussed the new City Center, traffic concerns, proactive planning for the North Point Parkway area, and maintaining a strong business environment in the city.
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