Should I Price My Services Lower When I’m First Starting Out? I recently received this question from a professional services provider who was just starting out in their practice, and barely had dry ink on their business cards. The premise behind their question was that they are new in business and want to attract clients [...]

Just Be Helpful When you come out of corporate to start your own professional services practice, you think you’ll be chosen or referred because of your experience and your qualifications. If that’s your mindset, though, it doesn’t distinguish you or make you memorable. What does? Just be helpful, genuinely and authentically. The Price and Value [...]

“What I’m Worth” “I should get paid what I’m worth.” For professional services providers, what we need or think we deserve is irrelevant. Here’s a story which illustrates the way we achieve better pricing, and it involves a value conversation. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business [...]

Hourly Billing Gone Wrong Flaws in hourly billing don't always cheat the client; they often cheat the professional sending out the bill. A story on hourly billing gone wrong from Simon Sinek's book, The Infinite Game. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [...]

When “Know, Like, and Trust” Doesn’t Matter The old cliché about how "people do business with people they know, like, and trust" doesn't fully explain why clients buy or define their willingness to pay. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] Hi. [...]

Confidence and Silencing the Voice in Your Head The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. TRANSCRIPT John Ray: [00:00:00] And [...]

The Red Flags of Inadequate Pricing In a discovery call I had with a videographer, he revealed that his pricing was inadequate before he disclosed what his prices were. What are those “red flags?” Do any of them apply to your practice? The Price and Value Journey is presented by John Ray and produced by [...]

Introduction to The Price and Value Journey I'm launching a podcast, The Price and Value Journey, aimed at solopreneurs and small professional services firms. As I mention in this introduction, the title of the show describes the journey all of us as B2B services providers are on: building a business by seeking to convince the [...]