I’m a fly fisherman, and anyone familiar with the sport understands that to land a fish using a fly rod requires a lot of skills. I think I like fly fishing because it is cerebral and has so much in common with B2B sales. In fly fishing, you have to understand in great detail the […]
Customer on a Line Read More »
Ever go to a high school dance where the dance floor was empty because nobody wanted to be the first one to dance? Finally, one brave couple strolls out, perhaps encouraged to do so by a chaperone or staff member, and before you know it the dance floor is full. You just witnessed “Priming”. Casinos
Can Your Business Benefit from Priming? Read More »
Often I encounter clients that want to produce a product or service on the low end of the price window in the hopes that lower costs will mean more business for them. However, being the low-cost provider is not the best place to be unless your value proposition is clearly operational excellence. This is because
Operational Excellence – Why Quality Pays Read More »
Do you know what your customer wants? I believe that pretty much every customer wants the same 9 things, although they may look slightly different depending on the industry. They want: If you can satisfy one or all of your customers’ wants better than the other guy, you have a recipe for success. Are you
9 Things Every Business Customer Wants Read More »
Sometimes you have a new product or service category with little or no competition and are free to charge whatever you want for early adopters. When I had an Invisible Fencing franchise the sum of direct costs for a self-install kit was about $100 in parts and another $100 to cover the parent company’s national
Pricing Strategies – Pricing by Available Options Read More »
