The Price and Value Journey

Thriving After Trauma: An Interview with Karen Nowicki, Phoenix Business RadioX® and Deep Impact Leadership Coaching & Consulting What do you do when trauma hits you without warning? How do you recover personally? How do you hold it together for the clients you work for in your services practice? How do you get to a point [...]

Don't Fill In the Blanks Having a thorough value conversation helps you craft the right solutions for a potential client. Don't fill in the blanks or make assumptions about what a client values. It's in the best interest of the client (and, by extension, you) to exercise patience and ask questions. The Price and Value [...]

Selfie Complaining about getting "what you're worth" is the pricing version of taking a selfie. When you focus on creating value for clients, and you value price your services relative to that value, you'll get paid "what you're worth." The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

A Simple Three Question Test on Whether Your Business Needs a Podcast Does your professional services business need a podcast? In most cases, after you take this simple three question test, the answer will be "yes." 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 [...]

Value Selling: An Interview with Mike Wilkinson, Axia Value Solutions The two terms solo and small professional services providers may dislike the most are "sales" and "business development." If that describes you, then yes, you'll want to understand the concept of value selling by listening to this episode. Mike Wilkinson, The Value Selling Expert and [...]

Please Don't Look in the Closet To be effective in your professional services practice, it's vital to understand what's in the "closet" for each of your clients and prospects, and to offer a response free of judgment. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and [...]

Selling a Digital Kidney Pricing an online coaching session–or anything else, for that matter–can turn into the equivalent of selling a digital kidney when that pricing exudes whiffs of desperation. Always remember that prices can act as marketing signals. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The [...]

The Value of a Smile The value of a smile is priceless, as revealed by a visit to the orthodontist. It's a story which reminds us that focusing on client outcomes is what brings smiles to their faces. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

Altruism and Business Ownership Entrepreneurs today want a purpose in their business which goes beyond just making money. Reminding clients of that purpose is a vital way we are often called, as advisors, to deliver value to them. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [...]

Plumber Pricing Professional services providers, the speed with which you execute an engagement is a feature and should be priced as one. A recent experience I had with a plumber illustrates the point. 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. I'm John Ray [...]

The Value of Showing Up "I'm a great plumber because I show up." My recent experience with a plumber illustrates the high intangible value clients often place on just showing up. 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 [...]

Do What Makes Your Heart Sing Do what makes your heart sing. Using this idea as a touchstone to build your business will guide you in choosing clients and, most importantly, providing value. 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 [...]

Counting the Steps Along the Way Counting the steps along the way by celebrating your firm's milestones is not only rewarding, but also a trust builder for your business. 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 [...]

Buyers Don't Care Buyers don't care about inputs such as your degrees and certifications or how you do what you do. Buyers care about the value of outcomes they receive. 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 [...]

Do the Pricing Math As You Plan Your Business If you do the pricing math as you plan and make forecasts for your business, the extraordinary significance of pricing for long-term growth in your practice becomes quite apparent. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and [...]

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 [...]