How to Respond to the "What are Your Rates?" Question It happens all the time: prospects who start a conversation with the "what are your rates?" question. In this episode we offer several suggestions for handling this question. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

We Can Learn from Poor Fit Clients As professional services providers, how should we engage with poor fit clients before we refer them on to someone else? Before we let them go, we can learn from them. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

The Elephant in the Room The elephant in the room is the preconception, often negative, a prospective client brings to the table when they think about your profession. In a lot of cases, the elephant offers an opportunity to build trust, depending on how you handle it. The Price and Value Journey is presented by [...]

Why Clients Value Us: A Live Example An answer to a question I asked a podcast guest is an example of why clients value us as professional services providers. The answers they give to that question might surprise us. (The complete podcast episode from which the audio clip we used is taken can be found [...]

Pricing for a Professional Speaker A story on value pricing for a professional speaker: once he ignored the advice he received about "pricing himself out of the market" and priced relative to the value he offered, it completely changed the trajectory of his business. The Price and Value Journey is presented by John Ray and produced [...]

Referrals and Pricing A story on referrals and pricing, and how best to refer your fellow 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 services providers are on: building [...]

Waffles, Pricing, and Client Context A story about kids' waffles, and how professional services providers miss the opportunity to price based on client context, while in doing so treat their best clients unfairly. 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 [...]

LinkedIn for Professional Services Providers: An Interview with Gregg Burkhalter, The "LinkedIn Guy" Gregg Burkhalter, dubbed "The LinkedIn Guy" by his clients, joined host John Ray to share his advice about effective relationship building and personal branding on LinkedIn. Gregg talked about successful LinkedIn strategies for time-starved professional services providers, creating and sharing content, the [...]

Value in a Worthless Lottery Ticket Is there value in a worthless lottery ticket? Yes, and it's a perfect illustration of how our prospective clients (and all of us, actually) make buying decisions based on intangibles which have nothing to do with our services, experience, or credentials. The Price and Value Journey is presented by [...]

Finding the Ain't A visit with one of my clients and a CPA we were interviewing led to "finding the ain't." The "ain't" in this meeting was the intangible my client identified which attracted him to this CPA. A real-life lesson in how intangibles are what makes prospective clients lean in, not our certifications or [...]