Each decision you make to commit resources—your money or your use of corporate or personal time—affects the future value of your business. Minor decisions, such as replacing employees who have left the company or replacing equipment needing updating, are usually considered operational in nature, and unless the business is changing direction, not relevant to this test. […]
Value
On Differentiation
Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation. Ultimately, too many are unable to differentiate in meaningful ways, as a result they end up differentiating on price. Every time we win by taking pricing actions, we are […]
Determining a Pricing Strategy for Your Startup
One of the most often overlooked tasks of any startup is developing a viable and effective pricing strategy. Whether your business provides products or services, the price you charge for those can make or break your bottom line. There are a number of considerations you should take into account when determining a pricing strategy for […]
How to Provide Value to Your eCommerce Customers
Providing value is the ultimate goal of any self-respecting business venture. After all, the reason why customers opt for certain products and services instead of others has everything to do with how valued they feel. Consequently, the companies that manage to maximize their offerings in the eyes of consumers are the ones that tend to […]
So, What If You Run Out of Money?
Money in the bank is like oil in the car. Certainly, you have many ways you are pulled every day, both tactical and strategic. But when money is the issue, your time, energy and focus are drained from other important areas of your life or business. Running out of money is not always synonymous with […]
What Does Your Pricing Say About You?
Last week, we explored some of the key considerations that a business should take into account as they set their prices. But this week, I want to take a look at what your pricing strategy says about your offerings. I believe that pricing is a part of positioning and branding that is often overlooked. How […]
Is Your Value Depreciating Unchecked?
With very few exceptions, business owners include a depreciation schedule when they file their taxes. We become very familiar with these forms. They are black-and-white evidence of the relentless loss of value. Brian Tracy he points out that there is perhaps an even more important item that continually loses value that never shows up (at […]
Why the First $1,000 is the Hardest
You’re not getting paid what you’re worth. You feel under-appreciated, and no one takes you seriously. Your income comes in fits and starts, if at all… and it never adds up to enough. Here you are, trying to get your business off the ground, and it’s such a struggle that you’re almost tempted to throw […]
Be Helpful or Be Gone
Last week, we explored the idea that email marketing is about earning the audience’s permission to keep talking. I suggested that there were two equally important elements – intent and content – that had to be in sync if you want to stick around in someone’s in-box. Now it’s time to talk about being helpful. […]
Earning Your Spot in Their Email Inbox
Weird as it sounds, with all of the new technologies, email seems almost old school today. It’s been around for decades and much like other mature mediums, we value and loathe it at the same time. Part of the loathing comes from the daily experience of being barraged by emails we didn’t ask for, don’t […]
