There’s a fascinating short piece by Kurt Holdstedt at 99PercentInvisible on how taxes and regulations shape the architecture we associate with cities like Paris, Amsterdam, and more. (I also learned that those distinctive Parisian roofs are called “mansard roofs”.) The mansard … Read More
customer segmentation
The Ultimate Guide to Getting More Sales Referrals
We all love sales referrals. They make the easiest sales, the most successful customers, and generally make everyone happy. Last week, we talked about how to make it easy to track referrals not just quantity, but the dollar value of … Read More
Referrals in the Internet Age… Let Me Introduce You
Referrals are the best leads. That’s why some of our favorite words to hear as business owners are, “let me introduce you to someone who might need your help.” Depending on who you ask, they are 2x, 5x, or infinitely … Read More
ROI Calculators
Now you can embed ROI calculators in your lead magnets (or proposals). ROI Calculators are popular online because they promise to help your prospects discover just how valuable your offerings are. However, this promise is often unrealized because: Online calculators … Read More
Every Company Is a Media Company
Congratulations! In addition to your regular job, you also run a media company because every company is a media company. “That’s ridiculous!” We’re a consulting company, or a software company, or a law firm. Or we manufacture widgets. “We’re the … Read More
These guys know who to charge extra
I guess they expect their target market to have poor math skills (perhaps aided and abetted by consumption of the product).
Will Amazon Offer Kindle for Free?
Farhad Manjoo had a provocative piece at Slate, predicting that Amazon will soon start giving away Kindle readers. Fellow pricing geek, Rags Srinivasan and I got into a Twitter discussion, with Rags claiming that Manjoo was way off base. Rags … Read More
Restaurant Pricing– Food for Thought
(Guest post by Peter Maniscalo.) My wife and I recently visited one of our favorite local restaurants (a “Bar & Grill” as it’s called). We’ve been loyal customers for several years. It’s a nice place, always busy with good food, service, atmosphere … Read More
2 Sentence Pricing Advice for Small Business Owners
1. Be better, not cheaper. If someone in your market doesn’t think you’re better, you’re a commodity and have no pricing power. If you’re small, you probably have less costing power than the your larger competitors. Commodity pricing + uncompetitive … Read More
You’re Not Getting Enough Price Objections
Many business owners and sales reps hate price objections. They view price objections as some kind of faux pas that they should have avoided, an awkward situation, best resolved quickly (and often with huge damage to profits). Do you like … Read More