GIỚI THIỆU VỀ TẬP NÀY
SHOW NOTES:
In professional services (and even in most product companies) trying to "raise the price" is the wrong place to start.
You need to begin by raising perceived value.
Value is the improvement in the customer's/client's condition.
Perceived means they can identify it.
"Lead magnets" and "loss leaders" are from the 50s. Go watch Soupy Sales.
You need to build value and tell them and show them that value. It's often in what the product or service does (tax returns, wrenches) but usually is what it creates (saving money, more efficient construction).
A luxury is a luxury until you use it the second time when it becomes a necessity.
Value consists of new ideas, better practices, new interpretations, reframing—not solutions on the spot. Not obvious events.
You need to become an "object of interest" so that they want you around. If your brand is strong, they want to brag about being a part of it. Just ask Bentley.
In professional services (and even in most product companies) trying to "raise the price" is the wrong place to start.
You need to begin by raising perceived value.
Value is the improvement in the customer's/client's condition.
Perceived means they can identify it.
"Lead magnets" and "loss leaders" are from the 50s. Go watch Soupy Sales.
You need to build value and tell them and show them that value. It's often in what the product or service does (tax returns, wrenches) but usually is what it creates (saving money, more efficient construction).
A luxury is a luxury until you use it the second time when it becomes a necessity.
Value consists of new ideas, better practices, new interpretations, reframing—not solutions on the spot. Not obvious events.
You need to become an "object of interest" so that they want you around. If your brand is strong, they want to brag about being a part of it. Just ask Bentley.
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TÌM KIẾM CÁC TẬP TRƯỚC
Tìm kiếm các tập trước của Alan Weiss's The Uncomfortable Truth®.
CÁC TẬP KHÁC TRONG PODCAST NÀY
SHOW NOTES:
I've consulted with, coached, and advised a huge diversity of people over the decades. They include executives, entertainers, politicians, athletes, military officers, entrepreneurs, and philanthropists. The most successful of them, both at the outset and after development, had the cou…
SHOW NOTES:
Two major sentiments about how the US (and most countries) treat the citizenry and how to finance and provide the funding. Every person deserves a minimum quality of health care, safety in the streets, educational opportunity, and access to employment.
The corollary is that we need the…
SHOW NOTES:
Signs of the self-centered:
•Every conversation is turned back to themselves.
•They pause to discuss the play in the middle of the theater exits.
•They stop to look around at the bottom of descending escalators.
•They never signal for a turn or lane change.
•They will wear a hat in any…
SHOW NOTES:
The Bishop of Fall River, MA, told me an interesting story recently in Nantucket. It seems he was present during a memorial service held in a huge airplane hangar for families who lost loved ones in a terrible airplane crash off the coast.
People were grieving and forming small groups…
Tuyên bố miễn trừ trách nhiệm: Podcast và tác phẩm nghệ thuật được nhúng trên trang này là của Alan Weiss, là tài sản của chủ sở hữu và không được liên kết hoặc xác nhận bởi Listen Notes, Inc.
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