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Pricing Strategy
The Real Cost of Loss Leaders: Can You Afford Them?
From time to time some companies lose money on projects through labor overages, material overages or mispricing a project. They have to work harder and more efficiently to make up for those losses. But how much harder and how much more efficiently?
Are Declining Sales OK?
Most business owners think that you have to grow your sales from year to year. But is that really true? Volume is vanity. Profits are sanity.
Using Barter to Boost Sales
Businesses can utilize barter to boost sales production. It’s easy, it’s smart and it works like a charm. In its simplest form, bartering involves an equal trade. One business swaps a good or service for another.
When is a Reward NOT a Reward?
Converting a reward program to a marketing program is a violation of your customers’ trust. Losing their trust is one of the quickest ways to drive your customers to your competitors.
Of Price and Profits
How is it that businesses consistently fail to see the relationship between price and profits? What I suspect is that many businesses believe that it’s easier to compete on price than to differentiate.
Want to Sell More Stuff? Raise Your Prices
Nearly every small business wants to sell more stuff— stuff being whatever your product or service is. After all, your business can’t survive if you aren’t selling stuff and generating revenue. But not all sales are the same, and selling the wrong way can ultimately hurt your small business.
The Grinch and Me
‘Twas the night before Christmas / The store had just closed / I tallied receipts / Adding to my woes
New Freemium Formula Pits Revenue Against User Satisfaction
What would you think of a restaurant that offered really good food, but the salad is free and the dressing is extra? The potatoes are free but the sour cream is extra. The soup is free but heating it costs extra. And table service is free if you wait two hours, but table service in 20 minutes costs extra.
The Best Clients I’ll Ever Defend
Is every potential client a good fit for you? Before you answer, think carefully: every single one? Fairly often, I get quizzical looks when I tell people that I work almost exclusively with small non-profit organizations and very small mission-driven businesses.
Small Changes in Prices Can Make a Big Difference
If your business is trying to increase profits, raising prices is something you might consider in today’s economy. However, you have to be so careful when doing this so as not to alarm your customers.
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