What I’m working on this week (Nov. 12 – 16)

I’m back! I took a total of 10 days off — did some traveling, relaxed, visited family and friends. It was busy but good… pretty much how you’d describe every vacation. I’m back now and ready to write. So here are the things I need to do this week… Finish 3 sales letters that I […]

Price as a deciding factor in the sale: When it’s okay and when it’s not okay

Price will always be a deciding factor in every sale… to some degree. The reason is that buyers unconsciously have a price they are willing to pay to solve their problems or fulfill their needs. The more acute their problem or need, the more they are willing to spend. (Your job as a business owner […]

Levers you can use to charge more

One of the easiest ways to make more money is to charge more for your product or service. When I suggest this, I’m frequently met with a list of reasons why it’s not possible — “competition”, “economy”, “penniless prospects” and others. So let’s consider the flipside to that negativity… what are the reasons you could […]

The price-band: A tool to help you manage your business

Earlier this week, I introduced the concept of the price-band, a way to understand what your customers are thinking about when they buy, and a tool to help you avoid the set-it-and-forget-it method of pricing. The price-band is a fluctuating “window” of acceptable prices that a customer is willing to pay. At any given time, […]

The price-band: Why you shouldn’t use the “set-it-and-forget-it” method to price your offerings

In a previous post, I introduced the price-band as a way to know what your customers are thinking about when they buy. Just to refresh your memory, the price band is the acceptable price(s) that your customer is willing to pay for your offering. The price a customer is willing to pay can fluctuate based […]