Instead of Worrying About the Competition, Worry About This Instead of worrying about the competition, there is a more pressing issue to focus on as a professional services provider: the value you're delivering to clients. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hello again. [...]

Hamming It Up Avoid "hamming it up": seasonal ham companies offer a cautionary example on price integrity and to coaches and other professional services providers. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes the journey all professional [...]

All I Want for Christmas Is You What Mariah Carey's song, "All I Want for Christmas is You," has to do with delivering value as a professional services provider. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes [...]

Value Is Like a Bank Account Whether working with a client or engaging with a prospect, value is like a bank account. The value you deliver is a deposit, and you can take away value–make withdrawals–on the relationship as well. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

"It's Too Expensive" When a prospect tells you "it's too expensive," they've done you a favor: they're telling you that you haven't had an effective value conversation. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hello again. I'm John Ray on The Price and Value [...]

Prospects Send Signals…Believe Them Pay attention: prospects send signals when they're not a great fit for your business. Ignore these signals at your business peril. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes the journey all professional [...]

The Tale of the Impatient Garage Door Repairman As a professional services provider, your pricing depends on the conversations you're willing to have with prospective clients. This cautionary tale of the impatient garage door repairman illustrates the cost of not having a value conversation. The Price and Value Journey is presented by John Ray and produced by the North [...]

"I Can Do That" and the Mental Math of Outsourcing The mental math of outsourcing can work for you and your practice, or work against you if you say "I can do that" too many times. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value [...]

Razor Blades, Discounts, and Your Practice Even a single human hair can chip a razor blade, and that first chip leads to much greater damage as the blade is used. This imagery is a superb metaphor for how pricing discounts in a professional services practice can dull the business. The Price and Value Journey is presented [...]

Gratitude as a Business Strategy The benefits of actively practiced gratitude for an individual's health and well-being are widely documented. What would happen in your business if you decided to make gratitude an actively practiced piece of your business strategy? The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]