What you believe you pass it on to your prospects, customers and market. If you believe you have too expensive products or services, your customers will believe so too. If you believe your quality is not the best, they will, too. If you believe that you don't have power with your prospects, they will, too. If you believe you can only get business based on the lowest possible price, they will, too. Here's the thing: your beliefs are valid. Are they true?
1 day ago • 1 min read
Yesterday's message on this Super Deluxe book for 4 105.00 EUR is Wings, by Paul McCartney. A limited edition, signed, with a numbered copy. Is people paying for the time and materials he put into it? No. Is people paying for how long it took him to get the book done? No. Is people paying because of the story in the pages? Maybe. What they're paying for is for what having that limited edition, signed copy means: that they're having something rare. Furthermore, is the price fair? To the ones...
3 days ago • 1 min read
Super Deluxe Hardback Book in Cloth, Slipcase with Exclusive Blue Color LP. 4 105 EUR Would you pay for this? Material production costs. 35 - 50 EUR Effort put into it. A lot. Does it make this worth it per se? Signature. 0.5 EUR in the ink used. It's just a book, after all. Unless, the price is not about what's the book made of. Or the cover. Or its story. Or the attached LP. Or because it's "deluxe". Or even the signature.
4 days ago • 1 min read
Business is not busyness. Being busy doesn't mean you're actually bringing value to your business. And even worse, you might not bringing value to your customers (the right ones). You might end up full of tasks, to-dos, overwhelm and choose to focus on every customer (because they're all important, right?). And what you're doing is choosing to ignore your most profitable ones over the ones who are not. Keeping that game for long will end in only busyness —quite likely without a business.
5 days ago • 1 min read
It's a way to have what you gain over your prospects and customers' proposed set budget. Think of it as the extra fund for fun (new projects, new products, more vacation, more bonuses, paid-time-to-think-bigger...). Blair Enns calls it your RAB Fund. And gives this example: Let’s say you have a client with a stated budget of $20,000 and you present a proposal with options priced at $20k, $35k and $90k. (Don’t read too much into those numbers or their relationships with each other.) If the...
6 days ago • 1 min read
Whatever your prospects come with as a budget, it's your mission to guide them and find out whether that budget is actually the one they need for the outcome they're after. You're the expert, help them out. Talking with the value-creators gets to be a different discussion from the budget keepers. And these value-creators focus on the outcome. And for that, they can make the right adjustments to have the "right" budget.
7 days ago • 1 min read
And if it is so, is that bad? Expensive (and cheap) needs context. In some contexts 200K might be expensive. In some others, it might be a bargain. Just as 2 euros could be expensive, or (feel like) free. It tends to give the impression of "expensive" when it's easily comparable (and not that different) to other things in that market, and it's focused mainly on the price. To change that, make your thing different, and focus on what's the outcome your customer gets. Selling expensive things...
8 days ago • 1 min read
If you're considering going into 2026 with an increase of prices, here are a couple of things you might want to consider: Forget inflation It has nothing to do with what you do or how this affects your business. First, it's not your customer's responsibility to make you profitable (if at all). Second, is the value of what you do 3% less with the fiscal change of the year? :) Third, everybody does it. Why not ignore it at all and zag, when everybody zigs? Make it a jump, not a step up Just...
9 days ago • 1 min read
The Dan Sullivan Question: "It's 3 years from now, and we're sitting together again. What has happened for you to be happy?" "The first thing that we buy is a relationship." PS.- It's 3 years from back then, when I started writing daily. :)
10 days ago • 1 min read