We are a society obsessed with finding a “good deal”, which is why customers today place such a heavy emphasis on pricing. This leaves the business owner with plenty of questions: What should I charge? What profit will I achieve at $x price? How much is too much? Pricing has traditionally been reliant on a more [...]
In the first post of this series, we learned that value is the only common ground between a customer and a business when it comes to pricing. In the second entry, we examined what the value conversation is and how it helps us set expectations with our customers. Now, we are going to compare a couple [...]
Now that we have gained an understanding of the customer’s viewpoint regarding pricing, it is time to take the next step: having the value conversation. You will not have the same value conversation with Customer A that you will have with Customer B. Every customer has his/her own needs, wants, and goals. These will be the [...]
We are a society obsessed with finding a “good deal”, which is why customers today place such a heavy emphasis on pricing. This leaves the business owner with plenty of questions: What should I charge? What profit will I achieve at $x price? How much is too much? Pricing has traditionally been reliant on a more [...]