Pricing Strategy
How to Make Your Recurring Revenues Oil and Not Glue
Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company—an enviable position. There is a phenomenon I…
How to Find Out What You’re Actually Spending on Customer Acquisition
Getting a new customer isn’t easy, but it can be done. Before you break out the bubbly to celebrate, however, you’ll want to know how much money you spent to actually get that new customer. Talk about a…
When Did Profit Become a Bad Word for Entrepreneurs?
As a startup advisor and investor, I find that more and more entrepreneurs avoid using the term “profit” in pitching their new venture. They seem to feel it conveys a message of personal enrichment at…
How to Effectively Use Price Comparison Sites to Increase Sales
If you are an e-commerce entrepreneur, you already know (or are experiencing) how difficult it is to get the eyeballs of customers. In a veritable ocean of e-commerce sites in the digital sphere, which are…
The Incredible, Undeniable Benefits of a 100% Money-Back Guarantee
Why stand behind all your sales with a zero-risk promise or money-back guarantee? There are a few answers to that question, but the most important one is this: Zero-risk promises and money-back guarantees build trust. Trust…
How to Maximize Revenue with a Small Team
In a small business, it is easy to lose sight of the basics. Sometimes, team members may become focused on minor details that don’t really matter to your customers, or to the long-term health of…
Wooing a Big Business? Don’t Make This Common Pricing Mistake
If your B2B small business finds itself on a nice growth curve, you will eventually run up against a very common problem: How to sell successfully to very large companies. There are some structural and…
Stuck Selling a Commodity? How to Multiply Your Margins
You could order online and send a dozen roses to someone you love for about $20. I just checked. So why would you—or anyone else—pay five to 10 times that much? Before we answer that…
What is the Barbell Effect and How Does It Work?
Do you work out with free weights? If you do, where do you grab the barbells? In the middle, right? In business, as in barbells, it’s the middle that gets squeezed and this has given…
Pricing Strategy Guide: Service Businesses
Developing a pricing strategy may not be a science, but sometimes it can feel about as difficult as performing brain surgery or engineering rocket ships! Service businesses are at particularly high risk of pricing confusion. It’s…
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