My "Scientific" Process for Establishing Your Fee

June 29, 2012 by  | Leave a Comment Filed under: Marketing 

There are so many differing opinions on how to set your pricing you could drive yourself crazy if you listened to everyone. But, I want to tell you how I did it so you can use this simple method to see how it will work for you. When I was first starting out, I didn’t know what to charge. I (read on...)

5 Reasons Why "Buy Now And Save [$X.XX]" Doesn’t Work

May 12, 2012 by  | Leave a Comment Filed under: Sales 

You see it all the time. In store windows, in sales circulars, even on television. The core message always boils down to the same thing: “Buy my crap and save [$x.xx]” It doesn’t work, and here’s why not. When you say “Buy now and save [$x.xx]”, what (read on...)

Don’t Negotiate Alone

April 24, 2012 by  | Leave a Comment Filed under: Sales 

In my previous company, I spent many days overseas in developing countries structuring licensing agreements as part of our global expansion. On the days when we did not have meetings, I would often visit the local markets to purchase various gifts to bring home (I still have about 50 silk gift (read on...)

How to Choose a Pricing Strategy For Your New Product

March 30, 2012 by  | Leave a Comment Filed under: Sales 

A price is everything a customer would have to give up in exchange for a product or service. It is usually expressed in a currency, such as Pound Sterling, Euros or US Dollars. It can be effected by a number of things, but the most common factors are the cost of production, competitor’s (read on...)

Price, Sales Volume and Costs – Your Three Key Variables to Greater Profitability

January 26, 2012 by  | Leave a Comment Filed under: Marketing 

There are three key variables in any business that directly impact on your profitability. They are cost, price and sales volume. A small change of just 1% in each of these variables can have a dramatic effect on your profitability. This article explains why. If you have a business making a margin (read on...)

In Sales, Value Trumps Price Every Time!

January 15, 2012 by  | Leave a Comment Filed under: Sales 

Have you ever sold a product that was not the lowest cost product in the market? If you said yes… congratulations. I congratulate you because you were obviously able to sell a product or service based upon the value of the product or service and not the cost. Understanding the difference (read on...)

What Happens When the Pigs Don’t Eat?

January 13, 2012 by  | Leave a Comment Filed under: Sales 

Wayne, a feed salesman, pulls into the yard and greets Donny, the farmer, outside his barn. He steps out of his truck and exchanges a hardy “morning” with Donny. After a few comments about the weather, Wayne asks about the new feed Donny has been feeding his hogs. Last month Donny (read on...)

Product Management 101: How To Market Your Product

December 6, 2011 by  | Leave a Comment Filed under: Marketing 

You’d think that we’d all know how to market our products simply because we get marketed to every single day. It turns out that this is not the case simply because there are a lot of different components that go into successfully marketing a product. Although you’d think that (read on...)

A Tale of Two Buyers

November 22, 2011 by  | Leave a Comment Filed under: Sales 

At a recent presentation at a conference, I met Dianne, an accomplished salesperson. She sells specialty paper products. She has a masterful ability to engage her potential clients in a consultative process to establish value and earn higher margins than her competition. She commented to me, (read on...)

Cost Versus Value: ‘Ignorance’ – The Total Lack of Information About What Drives Price

November 12, 2011 by  | Leave a Comment Filed under: Sales 

YOU GET WHAT YOU PAY FOR AND SOMETIMES EVEN LESS It appears that people in many third world regions have a ‘passion for bargaining on price’. Unless they bargain intensely over the price of a product or service, they feel they have not done their duty as ‘smart business (read on...)