Episodes

Send us a text It's often the case that when you don't feel confident about what you charge you make judgements or even decisions for your customers. Ones that aren't yours to make. It often shows up in the form of granting unnecessary discounts. For example if you've offered discounts before someo…

Send us a text Let's take a look behind the scenes. In this special 100th podcast episode I’ve asked colleague and friend Pauliina Rasi to come on the show and interview me. It’s time for me to be the one in the hot seat and to answer your and her questions. It was exciting and a little daunting. L…

Send us a text When it finally dawned on me that I'd done nearly 100 episodes, I couldn't really believe it. Have I really come that far and been doing this that long. It almost feels like yesterday that I started. An entrepreneur's journey is by no means an easy one. But when you can stick with it…

Send us a text One of the people I had on the show earlier on observed that Coaches are terrible (in general) at valuing what they bring clients and it has a terrible impact on what they do with their pricing. This isn't really their fault. With good intentions the coaching programs sometimes provi…

Send us a text Most of the time the biggest thing standing in your way is you. Often it's subconscious and so your job is to start recognizing when you're in your own way and figure out how to shift things so you can progress. It's also true when it comes to doing pricing in your business. Your min…

Send us a text What are the things that businesses do well to improve their pricing? That's a great question. I often speak about the mistakes people make but this time I wanted to focus on what you can and should be doing with pricing to help you. We are in unprecedented times, things are changing…

Send us a text One of the biggest mistakes small businesses make is not understanding what it is going to take to achieve the profitability they want to make. And yet it is so important to building a successful business. When you don't understand what it will take to achieve your goals (maybe you d…

Send us a text One of the questions I get most often from people is when should I start looking at pricing. Most experts, myself included will tell you as early as possible. Why? Because you need it to understand the profit story of your business. To understand what it will take to be profitable. T…

Send us a text Many businesses use cost plus pricing to determine their prices but what is the role costs in pricing? Cost-plus pricing is one of the most widely used methods for setting prices, but it also more often to not leads to over- and underpricing. While understanding costs is important to…

Send us a text "For a long time pricing was this great big mysterious thing. I didn't understand where the numbers came from." If you feel or felt this was then you're not alone. Pricing is rarely taught, in fact most people don't even know there are people out there who are experts. Your job, one …

Send us a text Avoiding everyone-itis is a better path for most small business owners. Certainly better than being a generalist. "Who's your target customer?" I asked. " Well, anyone." They responded with proud smiles. "Oh no...here we go." I thought to myself. When it comes to starting or running …

Send us a text Commonly businesses believe they have to set their prices low to entice customers. However more often than not it can be counterproductive to - in fact it might be what's keeping people from buying. They just don't believe they'll get the value, because the price is so darn low. That…

Send us a text There are three types of discounts effective, ineffective and unnecessary. Most small business could benefit from being more careful about the discounts they offer and when. In fact, when it comes to "leaking" profits, poor discounting habits are often the biggest drain on your profi…

Send us a text Over the years I have heard the battle cries from businesses and sales people about how the competition has such low prices. "It's killing our business. What can we do?" They cry. Often they feel defeated and like they don't have a chance to be successful because these "cowboy" compe…

Send us a text "Sometimes it's just as simple as asking for more." These are words to live by in life and in pricing for your business. Most young businesses start out underpricing. This happens for a variety of reasons by design, lack of confidence, untested offers, their offers often have lower v…

Send us a text Ease-based pricing. No it's not a technical term but it some that many people do at the start. For example hourly based pricing can feel like the easy thing to do. The question is, is it the right thing to do? If you do it just because it's easy, it's probably not the right thing to …

Send us a text Pricing versus the competition may seem like the best and sometimes easiest thing to do in some businesses. In other businesses, where there's less price transparency, it may feel like you're missing out on a key piece of price setting information because you have no idea what the co…

Send us a text Making the shift from job to entrepreneurship can be tricky. Pricing is one area where most people have no idea where to start. They end up making it up as they go along, which leads to mistakes and a lot of wasted energy. Finding the right prices is more difficult than needed and th…

Send us a text Aligning the price to the value you deliver makes sense. But too often it's simply not the case. Selling a high value offer at a low value price is a situation many businesses find themselves in. Often because they don't understand the value of what they're offering. Sometimes that's…

Send us a text It's quite common for people who offer services like coaching or consulting to use hourly based pricing. For most businesses such a pricing model doesn't serve either the client or the business. From the clients they often try to skip important steps that help them achieve their goal…

Send us a text Have you ever said to yourself "I can't charge that. I feel like an imposter"? Many business owners have felt that way. If you do then you're not alone. It's more common than you think. It's not bad nor are you stuck with that. When it comes to pricing, most people don't understand t…

Send us a text Price setting is a thought process not a mathematical calculation. Often when people ask me how they should know what to charge they expect me to give them a mathematical formula to make the calculation. Determining the right price for your offer is different. It's a thought process …

Send us a text I can't charge people because this isn't my real job. I can't charge because I'm new. I can't charge because they can't afford it. These are just a few of myriad reasons people give for giving things away for free and for setting very low prices. The problem is these excuses are a wa…

Send us a text Everybody loves a sale. But that doesn't mean it's right for your business. As we head into the seasons where retailers start dropping prices it's tempting to use similar tactics in your small business BUT is it the right thing to do for your business? Great question! As my mother us…