Bottom Fishers Find Bottom Feeders

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A bottom fisher is someone who fishes for bottom feeders. A bottom feeder is the lowest end of the low-end of the food chain, a scavenger, one who eats what others higher on the food chain will not. Bottom fishers have a way of finding bottom feeders. The bottom fisher entices … [Read more...]

It’s Hard to Tell the Truth

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It’s harder to tell the truth than to tell people what they want to hear. The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get … [Read more...]

Translating Price Objections

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Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive the value and you haven’t differentiated that value. If … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]

How to Buy Your Dream Client’s Business

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You don’t really buy your prospect's business by giving them the lowest price. When you live by the sword that is price you die by that same sword. And when you allow price to be the issue, you confirm what some buyers really want to believe, namely that they can have best, … [Read more...]

Lowest Price Comes at a Cost That Is Too High

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The resort where my family and I recently stayed has a contract with a transportation company. The transportation company mainly moved people from the resort to the theme parks and back, but they also transported them to shopping malls, restaurants, and other stores. It is a nice … [Read more...]

Solving the Wrong Problem and Subtracting Value

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The chain restaurant specializing in ribs in my neighborhood was struggling. Their business wasn’t doing well, the quality of experience started to decline, and the restaurant started to look shabby. In an attempt to increase the restaurant's poor profitability, the owner … [Read more...]

You Get What You Pay For. More Or Less.

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Cheap isn’t about value creation. It’s about the absence of value. It’s true that some segment of customers, regardless of any protestations to the contrary, uses price as their primary decision-making criteria. All things being equal, they’re right to choose price. But all … [Read more...]

On Cutting Too Deeply

Alt text image of a barber cutting off too much hair

If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value. If you have a choice of differentiating your offering or cutting your price, find … [Read more...]