Let’s Talk: Price Insecurity
Insecurity is an emotional state where someone feels inadequate, anxious, or doubtful about their abilities. For pricing insecurity, that fear of judgment or rejection generates additional
September 1, 2024
Insecurity is an emotional state where someone feels inadequate, anxious, or doubtful about their abilities. For pricing insecurity, that fear of judgment or rejection generates additional
Continuing on the miniseries on subtypes of scope creep, let’s examine the last two: business and feature creep. Business Creep: when clients change what they
There are two sub-species of the scope creep “family” that are unfortunately not caused by the client but by us. Effort creep: I pile on additional work
Pricing is about perceived value more than it is about numbers. We can only know about how the clients perceive value if they tell us,
“Julie” recently confessed that her latest negotiation failed, because the client rejected her price proposal and there was no deal. I disagreed. That negotiation saved
No one likes to be asked, “How much?”. So much can go wrong in all sorts of ways. Because of that, most people act as
“All I do is talk, really” protested the client. “What can I possibly bill the client on, except time?”. Just like physical labor produces a
How do you name your pricing options in a sales proposal? To clarify: – The options are not just different in quantity, they are fundamentally
Lomax: “In the Bible, you lose. We’re destined to lose, Dad.” Milton: “Well, consider the source, son.” The Devil’s Advocate Any fool can ask for
Alright now, I learned my lesson well,You can’t please everyoneSo you gotta please yourselfRicky Nelson It’s easy to find a reminder that, in business, it’s