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Pricing Strategy
If We Make It About Price, We Force the Customer to Make It About Price
This post should be filed under the “I’m not creative enough to make these stories up.” A close friend is VP of Procurement for a very large multinational. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed.
The Most Effective Holiday Discount Offers
Holiday retail season is almost here! Bring on Chrismukkah, Cyber Monday and Festivus! Soon, many companies will start to offer an array of discounts to boost their holiday sales.
How to Avoid a Freemium Flop
The freemium business model has become the model of choice for a wide variety of startups. Like any good courtship, it gives two parties a chance to know one another better before signing on as lasting partners. And, as in any relationship, there are risks for things to go wrong.
How Do You Select a Revenue Model for Your Startup?
One of the toughest decisions for a startup is how to price their product or service. The alternatives range from giving it away for free, to pricing based on costs, to charging what the market will bear (premium pricing). The implications of the decision you make are huge, defining your brand image, your funding requirements, and your long-term business viability.
Communicating Price Increases
These simple tips can help you minimize ‘sticker shock,’ get the price increase you so richly deserve and retain the customers you want. Now that’s a winning combination.
A Pricing Problem
I recently had a truly unusual, memorable experience facilitating a discussion about pricing. What made it unusual? There wasn’t one question about pricing. Yet every person there described their ‘problem’ as a pricing problem. What were the real issues?
Create a Ten Percent Profit Model
Most entrepreneurs, when starting to model their business operations using a spreadsheet, start with expected revenue by month. Then they calculate cost of sales, and then project their expenses, to find the bottom line profit or loss each projected month.
A Tale of Two Pricing Strategies
Imagine two companies. One touts the results the customer can expect and charges premium prices, the other touts its low prices. Which one wins?
Flying Blind
Imagine that you’re a seasoned pilot. You’ve filed your flight plan, then a massive snow storm hits. Visibility is zero and the winds are gusting up to 30 knots. Are you going to take off?
How to Win a Prospect in the B2B Price War
We invariably talk about the cost or price of a product or service that we are either buying or selling. However, when we are ‘on our game,’ B2B we’ll use the word investment or introduce the idea of value.
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