Pricing Strategy
Why the First $1,000 is the Hardest
You’re not getting paid what you’re worth. You feel under-appreciated, and no one takes you seriously. Your income comes in fits and starts, if at all… and it never adds up to enough. Here you…
SaaS Marketing: The Power of Free
Phil Libin, CEO of Evernote said it best: ““The easiest way to get 1 million people paying is to get 1 billion people using.” And what’s the quickest way to get people to use something?…
Why It Is Crucial That Business Owners Understand Financial Markets
It is estimated that a staggering 96% of businesses fail in the first 10 years, and this has much to do with the complexities and demands of maintaining commercial growth. With entrepreneurs often focused on…
Make Yourself Discount-Proof
Are you often asked to discount your fee or price? Typically, when a prospective customer or client balks at your price, it’s because they believe that the value of your offering is less than what…
Who Ever Heard of Bad Loyalty?
Did you ever imagine that there could be an issue with customer loyalty? Could there be a time when customer loyalty may not be the best answer? When we think of customer loyalty we often…
Dawn’s Stop-Doing List
Stop cutting your prices to find more clients. Do mine your existing client base for new revenues and referred business. A 5% increase in retention of a profitable customer yields a 25-85% increase in bottom…
Predictable Revenue
No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving their sales goals. How do we create “Predictable Revenue?” This issue…
Don’t Pay the Psychological Price of Being the “Low Price Leader”
I’ve stressed the importance of finding and exploiting niche markets many times in this space. One of the biggest reasons operating in a niche market is preferred is because you can enjoy higher prices and the higher…
Going Into Consulting? Prepare for Scope Creep
Are you new to consulting? Planning to start soon? Beware of scope creep. It’s a real problem in a lot of professional services. I ran into it in my years of consulting related to high-end planning and…
How to Make Your Recurring Revenues Oil and Not Glue
Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company—an enviable position. There is a phenomenon I…
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