Episodes

Send us a text It's quite common for people who offer services like coaching or consulting to use hourly based pricing. For most businesses such a pricing model doesn't serve either the client or the business. From the clients they often try to skip important steps that help them achieve their goal. They do so to "save" money but make it hard for to get the results they're seeking. And often you'll find they are less engaged in doing the work. For the business, it means less consistent outcom...

Send us a text Have you ever said to yourself "I can't charge that. I feel like an imposter"? Many business owners have felt that way. If you do then you're not alone. It's more common than you think. It's not bad nor are you stuck with that. When it comes to pricing, most people don't understand the economic value of their offer. Nor do they have a clear way to set prices they feel confident about. Without that how could you possibly feel that confidence you seek. We pile the pressure on our...

Send us a text Price setting is a thought process not a mathematical calculation. Often when people ask me how they should know what to charge they expect me to give them a mathematical formula to make the calculation. Determining the right price for your offer is different. It's a thought process where you look at different aspects to determine which prices are best. Businesses that treat pricing as a math problem are missing one of the most important rules of pricing: Pricing is rooted in a...

Send us a text I can't charge people because this isn't my real job. I can't charge because I'm new. I can't charge because they can't afford it. These are just a few of myriad reasons people give for giving things away for free and for setting very low prices. The problem is these excuses are a way to avoid the possibility of someone rejecting your offer. But the questions are, will these excuses get you where you want to be in a reasonable time frame? The simple answer is, no....

Send us a text Everybody loves a sale. But that doesn't mean it's right for your business. As we head into the seasons where retailers start dropping prices it's tempting to use similar tactics in your small business BUT is it the right thing to do for your business? Great question! As my mother used to say, "Just because everyone else does it doesn't mean you have to." We're exposed to this tactic all the time as consumers but it's a flawed strategy for most small businesses. In fa...

Send us a text Dirty, disgusting discounting habits. They are killing your business and it needs to stop…now. Have you ever granted a discount because: it was easy,you felt ashamed of your prices,guilty to charge that much,anxious or afraid to ask for it,too lazy to stand up for your value,to be “fair”, or to prevent objections?If so, you’re not alone. These nasty discounting habits seem harmless and many people fall victim to them.. But just because others do it, doesn’t mean you should...

Send us a text Price and brand are intricately connected. Both topics drive perceptions, willingness to pay and customer behavior. As a business owner you need to understand how your brand influences what people do and what they're willing to pay. As well as how the price impacts your brand. When you under the role they both play and the way in which they influence purchasing behavior you'll better understand your business. This week on Live with the Pricing Lady I'm talking with speci...

Send us a text Knowing when and how to raise prices in your business can make a huge difference in your profitability. There are many signs that cue you in it's time and reasons to do so. Many clients ask me the question "How do I know when to change my prices?" Often they are asking, because they know it's needs to be done but aren't sure why and how. The fear of losing even one customer is so big they can't reconcile it in their minds. As a result, many small businesses avoid raisin...

Send us a text The adversity of your thinking is something you will need to overcome at times. When it comes to your business (and pricing and nearly all things in life) you'll be faced with challenges. Some will exist due to your own thinking. Change your thinking and change the quality of your mind. Often being able to overcome the adversity of your thinking is what allows you to finally move forward when your stuck or find the courage to do what is needed to get where you want to go. I rem...

Send us a text Do you know how what you say impacts customer willingness to pay? Clarity of message is key in all things, and pricing is no exception. A customer's willingness to pay for something can be fickle. That's one reason why an important part of pricing is to consider the message. The message your prices deliver. What message you deliver with your prices and the message your actions around pricing communicate to your customers. You're communicating a lot! Whether you realiz...

Send us a text Entrepreneurs often say, "I'm not ready to talk about pricing yet." I have more to do first. Even though they've been at their business for months even years. Unfortunately too many businesses leave PRICING to the last minute and then suffer the consequences. Often their profits suffer. In this episode of Live with the Pricing Lady I share 3 reasons why it helps you to start with pricing early on. When you understand what it helps you to do or avoid then you'll see why...

Send us a text When you know thy customer it's easier to know that price. The number one mistake businesses make with their pricing is: …not taking the time to understand the customer. This usually comes in two forms, they are trying to target "anyone" or they are moving forward with untested assumptions about customers. This makes it very difficult to find prices that fit customers. Beyond pricing is makes developing the right offers, marketing them and selling them a bigger challenge than n...

Send us a text Pricing behavior is fascinating and it is influenced by many things – like geography, culture, upbringing, industry etc. We can learn so much by simply observing the world around us. Many years ago I was in Egypt at one of the markets and there was a stall with at least a dozen signs that read things like “hassle free pricing” and “hassle 10% extra”. It was also in multiple languages. I still have the photo too. Now if you’ve been to a market in Egypt you know haggling is p...

Send us a text Raise profits (or even maintain)...that's an important part of growing your business. To do that you've got to understand the things that influence your profits and know how best to leverage them. Your goal isn't to raise profits just because you can. It's to do so in order to continue to be there for your customers. To build your business, shift and evolve and for some of you it's about leaving behind that your legacy. - How many profit levers does a business ...

Send us a text How does purpose and impact affect pricing? Traditionally we think of value being derived simply from the functions and features of a product or the outcome of a service. But what customers value often goes way beyond that. What about the influence of a company's purpose or their impact on the world? How does that affect value perception? And how does that affect what you charge?That's what I spoke about in this episode with expert guest Melissa Buch, on Live with the Pricing...

Send us a text A Pricing Strategy is the first step to setting your prices. More than that it will help you steer your business in the right direction and ensure that your pricing is setup to support your business objectives. Without one it's like playing the children's game pin the tail on the donkey. You're blindfolded, spinning in circles and in all likelihood headed in the wrong direction. In this episode of Live with the Pricing Lady I'll share with you the top 5 reasons you need a sol...

Send us a text Pricing your offer is a challenge under "normal" circumstances but what if you offer isn't like the "magic pills" everyone else is offering? It's not that it's not valuable it just doesn't have that "sexiness" that others offer. Does that make it harder or easier to price your offer? How does it (or does it) change what you do? What does that really even mean? In this episode... In this episode with Special Guest Jen McFarland about what she means and how it affects prici...

Send us a text Subscribe: Apple Podcasts | Spotify | Stitcher | Google | Amazon Profitability is one of the main goals of your business, but if what you know about pricing is all wrong you will struggle at best. ​ What we learn as consumers is by in large the knowledge that most people posses about pricing. The retail world is different than most businesses. You need to step outside what you see and experience every day and look at whether those are the right strategies and tactics for you...

Send us a text Subscribe: Apple Podcasts | Spotify | Stitcher | Google | Amazon "It took me a long time to realize the value I delivered." Reality is if you don't value what you deliver your customers, chances are no one else will either. Too often business owners don't really believe in what they deliver. On the surface they say and do seemingly the right things, but at a deeper level that lack of certainty is silently sabotaging their efforts. In order to price what you of...

Send us a text Subscribe: Apple Podcasts | Spotify | Stitcher | Google | Amazon Years ago one of my bosses came to me and said, "Janene, you've got to help me. The management team is having a heated debate about what's more important value pricing or transactional pricing. As I'm not the expert, I need to know what to tell them. So, which is most important?" I smiled and said "Neither. Both." Then I went on to explain to him my theory called the Leaky Bucket of Pricing. In this episod...

Send us a text Subscribe: Apple Podcasts | Spotify | Stitcher | Google | Amazon In this trailer I'll introduce the show and share with you what you can expect. This podcast is ideal for business owners, startups, entrepreneurs, marketers and any one seeking to better understand how to grow profits and revenue through better pricing practices. Be sure to subscribe to the show. Thanks for listening and enjoy Pricing! (QwPBgyw3PitaZLdXPUB8)