A Real-Life Example of How Hourly Pricing Hurts Your Bottom Line Hourly pricing or pricing by any increment of time is one of the red flags of inadequate pricing for professional services providers. Here's a real-life example from a coaching call which illustrates how hourly pricing hurts your bottom line. The Price and Value Journey [...]

The Go-Giver Philosophy: An Interview with Bob Burg Bob Burg, coauthor of the best-selling book The Go-Giver and Hall of Fame keynote speaker, joined host John Ray to discuss the philosophy of being a go-giver, what it means, why giving and receiving are not opposites, why giving does not mean giving away services, how to [...]

Nice, Kind, and Offering Value You can always be kind, but being nice can sometimes inhibit your capacity to deliver value. Yes, there's a difference between being nice and kind. A story and some thoughts on nice, kind, and offering value to clients and prospects in your professional services practice. The Price and Value Journey [...]

How a Higher Price Makes You More Competitive As a professional services provider, don't you have to lower your price to be more attractive to the marketplace? How does a higher price make you more competitive? Answers to these questions in this episode. The Price and Value Journey is presented by John Ray and produced by [...]

Selling to Your Own Wallet "They'll never pay that much." If you've had that thought as you think about how to price a client engagement or project, then you may be guilty of selling to your own wallet. John Ray discusses the phenomenon, why it happens, and how to address it. The Price and Value [...]

The Value of a Dime The value of a dime is not ten cents. Depending on the circumstances, its value, like any "surprise and delight" gesture we extend to a client, prospect, or someone in our network, can be priceless, and cement your status as a person of value. The Price and Value Journey is [...]

Psychological Dance Steps To be successful in your solo or small firm professional services practice, there are a few "psychological dance steps" you must absorb. 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 [...]

Should I Give a "Friends and Family" Discount? Naturally, you want to help your friends and family, or possibly a charitable organization. Maybe they've been early clients, helping you get started in your professional services practice. Seeds of dysfunction for your business, however, can be sown with a friends and family discount. The Price and [...]

The Pricing Journey of a Professional Concierge On a recent show I hosted, Julie Hullett, a professional concierge based in Nashville, told the story of her pricing journey and how raising her pricing fundamentally transformed her business. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

Choices Are Powerful Human beings prefer choices, and therefore choices are powerful. When you offer choices in proposals to clients, you're not only harnessing that power to your advantage, but it's better for the client, too. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and [...]