Selling as a sample — Kelford Labs Weekly
Give away more to get more.
pricing
15 posts
Daily Lab: More than you pay for
Over deliver your value.
Daily Lab: Your customers don’t care about your costs
Focus on the people who want you to succeed.
Daily Lab: The costs we don’t count
Every sale has a cost
Daily Lab: Change the product, not the price
How to avoid discounting
Daily Lab: “They must be very rich!”
The cost doesn’t tell you all that much about the customer.
Daily Lab: Are you selling hours or insight?
Which would you rather do? Increase your effort or your insight?
Don’t persuade, permit.
As a business owner, your job isn’t to talk people into buying from you. You’re not trying to persuade. Instead, your job is to permit.
Charge your value or lose it
I was talking to a good friend about a business idea he’s been mulling. He presented his (excellent) plan for the work he’d do, and the clients he’d attract. And then he said, “And I think I’ll just charge a couple hundred bucks for it.” Because I can’t help myself, I immediately blurted out, “No.”
You want to be weird
There are only two dependable ways to create a profitable business: By being meaningfully different from your competition in a way that provides greater value to a specific set of customers. Or by being so streamlined, efficient, and operationally effective that you can be the cheapest option.
Best practices are the floor
It’s frustrating when potential clients balk at your prices, even though you’re great at what you do. Even though you know and follow all the industry best practices.
Showing of 15 posts