It's Not a Sales Call, It's a "Best Fit" Conversation As professional services providers, we'll serve more effectively if we view our time with prospects as a "best fit" conversation instead of a sales call. 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 [...]

The Only Three Ways to Increase Revenue There are only three ways to increase revenue. Most professional services providers focus on just two of those ways, even though the returns on those methods are smaller and less certain. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

"Know, Like, Trust" Starts with Service "People do business with people they know, like, and trust." It's a cliche for a reason, because it's true. "Know, like, trust," though, has a preamble: service. Serving with no agenda or precondition is fertilizer for trust to grow. The Price and Value Journey is presented by John Ray and [...]

Trading a Corporate Job for One in Your Own Business As you're building your professional services business, it can sometimes feel like all you've done is trade your corporate job for one in your own business. This episode addresses how and why this happens, and charts a way out of this terrible feeling. The Price [...]

Prospects Who Check References What indication can you draw from prospects who check references? What does checking references reveal about a client's price sensitivity or their orientation toward value? The episode explores those questions. 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 Most Essential Element of a Great Testimonial While we are grateful for any client affirmation of our work, what makes for a great testimonial, one which is most effective? One word: pain. Specifically, the client's pain and dysfunction before our intervention. The Price and Value Journey is presented by John Ray and produced by the North [...]

Learning from a Martial Arts Studio A flyer from a martial arts studio offers a lesson to professional services providers who want better results from their business development activities: focus on client outcomes, not inputs such as certifications or experience. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business [...]

Your Price is Not the Client's Cost Your price and what the client mentally weighs as their cost are two different figures, a vital concept for us as professional services providers to understand. (In this episode, I quote from Kevin Kelly's post, 103 Bits of Advice I Wish I Had Known. You can find that [...]

The Immensely Valuable CPA What are the characteristics of an immensely valuable CPA, one who clients cannot do without? The answer goes beyond degrees, designations, and even technical expertise. A story here not just for CPAs but all professional services providers. The Price and Value Journey is presented by John Ray and produced by the North Fulton [...]

Balancing Humility and Confidence Building a successful professional services practice requires several vital mindsets, including proficiency at balancing humility and confidence. 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 services providers are [...]