I paid £1.80 for two slices of toast pricing value value based pricing Oct 18, 2022

I paid £1.80 for two slices of toast 


You can get two WHOLE loaves for that amount?! So why did I (and I wasn't alone) spend so much more on something that I could have made at home for a fraction of the price? Because I saw 'value' AND Because it was 'offered' so I got...

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This really drives me up the wall 😡 timesheets value based pricing value pricing May 16, 2022

You know one thing that really drives me up the wall is...Receiving a surprise bill. I get this quite often from solicitors. They’d be engaged on something like assisting with a new lease on a property and i’d receive a letter outlining their hourly rates. 

Thanks - but your...

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Pricing lessons from a Turkish barber pricing pricing strategy value based pricing Apr 18, 2022

I went to the new Turkish barber last week for a haircut. Walked in, took a seat (there was no price list). Was invited to take the chair. Offered a drink and went for the Turkish coffee.

Came out in an authentic cup. The barber took great care to get the blend just right. Then proceeded to wash...

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We are NOT selling time timesheets value based pricing value pricing Mar 21, 2022

Clients don’t buy time from you. I don’t care how lovely you are, they are not paying you because they enjoy talking to you. They’re paying you because of the value you bring to the table. The solutions. The outcomes. The results. The peace of mind. These are what...

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This Subscription pricing model would skyrocket your value pricing subscription pricing value based pricing Feb 28, 2022

How many subscriptions would you say you’re on right now? Quite a few I’d imagine. And I believe it can only keep on increasing from there. Wonder why that is?

It’s because it’s just the way of the world these days. We’re subscribing to everything from the...

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How to get a better price for the services you deliver pricing pricing strategy value based pricing Feb 14, 2022

Have you ever had a prospect call your price “too expensive”? And another prospect accept it without negotiating… like it’s a bargain? 

Why do you think that is? It’s the same service and price you’re offering both of them... But why is one willing to...

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Measure this instead pricing timesheets value based pricing Dec 06, 2021

If we don't keep track of time, what should we measure instead? 

So many to choose from 

Whatever you measure, link it to the OUTCOME you are trying to achieve..

As a wise man once said 'anything that is watched and measured, IMPROVES' 

For most businesses, being client focused is...

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3 reasons why you should NEVER give a discount (and 2 occasions when you can 😊) discount value based pricing value pricing Nov 29, 2021

Can I have a discount?

uhhh ...

Ok because we really want to do business with you, you can have £xx off

Nooooo! 

You should never give a discount just because your prospect asks for one 

3 reasons why not to do so in the video 

If you absolutely must give one then only do so...

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There is never a place for time-based billing! timesheets value based pricing value pricing Nov 15, 2021

There is never a place for time-based billing!

This might be controversial to say, but it's a really lazy way to price. The concept of the billable hour was created back in the early 1900s by a chap called Reginald Heber Smith. He was a lawyer who created it to overcome the ills in his law firm....

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How you treat price sensitivity timesheets value based pricing value pricing Aug 30, 2021

Prospect: "It's too expensive"

You: My prospects are price sensitive 

Reality: No they're not.  Most people in life are not price sensitive. They are VALUE SENSITIVE. If the value we get is greater than the price being asked, we buy.

Value though lies in the eye the beholder. Different...

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How NOT to price your services pricing pricing strategy value based pricing Aug 16, 2021

Imagine walking into a restaurant and when you want to order Sushi and ask how much it would cost they would say £20 per 10 mins of cooking. Wouldn't that be bizarre? OK so it might appear a tad facetious.

But pricing your accounting (or legal) services based on time spent appears exactly...

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Clients are not price sensitive pricing pricing strategy value based pricing May 17, 2021

That's too expensive

(Really)

You: my clients are so price sensitive 

No they're not!

Most people in society are not price sensitive 

They are VALUE sensitive

If your clients:

  1. buy their coffee from Starbucks
  2. have an iPhone
  3. drive a premium brand car

They CANNOT be price sensitive ...

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