I'm here to work and make money too. But...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…
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…
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…
Overcome your thinking...sometimes that's what's needed to move forward in life. A simple shift in your thinking can make all the difference in life, in business and yes in the effectiveness of your pricing. Often being able to overcome your thinking is what makes the difference when it comes to…
Your personal traits, money and pricing are all related, but how? What's your relationship with money? How does that impact your decision making? And what does it mean for your business? The way you think and behave with money influences not just life but also business. It changes your view…
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…
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.…
Pricing your offer is a challenge under "normal" circumstances, but what if your 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 other offers do. Should your offer be cooler in order to price it right?…
Diminishing word patterns can kill pricing conversations. It might just be that they way you're talking about the value you deliver or the prices themselves is actually turning people away. In her book Playing Big, Tara Mohr talks about diminishing word patterns. I confess I saw myself in that too…
Have you set the right prices? Do you know what the 5 key steps are to pricing success? For small businesses, startups, and entrepreneurs you need to know what pricing really is before you can do it properly. Get a brief introduction in this video. Pricing is so much more…
Do you feel like a fraud when it comes to telling customers what you charge? Are you striving to charge good money for what you offer but unsure if your price is right? If so you're not alone. Many people struggle with this and sometimes for good reason too. In…
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,…
It's time to face your pricing fears. When it's your own business, pricing and fear often show up as a dynamic duo...and not in a good way. It's a major reason why many young businesses struggle so much to get to a sustainably profitable state. You have to recognize when…
Traditionally we think of value being derived simply from the functions & features of a product or service. But what about the influence of a company's purpose or their impact on the world, how does that affect value perception. And how is that reflected in what you can charge? That's…
This week I released my newest tool the self-assessment Pricing Scorecard. I've had a Scorecard for a while now. Many of you have used it and shared your learnings and insights with me. The new one is a self-assessment tool, meaning you can download it immediately and use it without…
There's a huge temptation for small businesses to try to compete on price. Especially with new business it's often the "go to" strategy. In fact, most businesses spend more time, energy and creativity trying to lower their prices then they doing putting efforts into maintaining or raising prices. Competing on…
Pricing without reason. Pin-the-Tail-on-the-Donkey was a popular party game at children's birthday party. It was a lot of fun but terribly frustrating to get it right. Your dizzy, often pointed in the wrong direction and blind folded. Making it really difficult to do anything much less get the poor donkey…
When it comes to making decisions about pricing in your business you are as important a part of the equation as is your customers. Too often people don't take that into consideration and then find themselves with the wrong prices. In this episode of Live with the Pricing Lady, expert…
How do I know the price of my book? You'd think that pricing a book is pretty straightforward. But there are, just like anything else, many different things that influences how you set the price. How you're using the book in your offering. What your goals are with the book.…
We have a joke amongst pricing professionals that when pricing goes well, every one (all the departments like sales, finance and marketing) claims responsibility. When it’s not, they’re pointing fingers of accusation at one another. What’s also interesting is how often people leave pricing out of the discussion until the…
Many entrepreneurs are afraid to choose a single target customer group because they fear if they do they won't sell to anyone else. However the opposite is true. By being too general in who you're targeting you will weed many people out because your message and offer will be too…
In this episode, we focused on a different aspect of profit optimization, cost management. We're talking about how to improve the bottom line in your business from the other side. Yes, I'm always saying focus on price and value. That's true most businesses don't focus on them enough. But that…
Small businesses spend way too much time and energy trying to lower prices and not nearly enough finding ways to get better prices. Even when they know their prices should be higher they're often afraid of raising them and instead do nothing. There's nothing to fear when you know what…
Pricing brings out a lot of internal conflict around money, success and worthiness. More often than not people feel like they'll be judged as an imposter if they charge "those" kinds of prices. Reality is if they're delivering the value not only can they but they should be. All this…