Writing
Positioning and pricing
When prospects cannot tell you apart, price is the only lever left. Positioning, packaging, and pricing for firms that are better at the work than at selling it.
Positioning and pricing · 12 posts
A B2B Messaging Framework That Sells Services
A messaging framework for B2B services firms: what to say, in what order, so prospects understand what you do and why it is worth paying for.
How to Differentiate a B2B Services Firm
When prospects cannot tell you apart, they choose on price. Here is how a B2B services firm builds real differentiation, beyond claiming quality.
Positioning for Consulting Firms
Most consulting firms describe themselves the same way. Here is how to choose a position your market actually cares about, and own it.
Value-Based Pricing for Consultants: A Guide
Charging by the hour caps your income and rewards being slow. Here is how consultants move to value-based pricing without scaring clients off.
The Best B2B Marketing in Bangalore Won't Fix This
Founders in Bangalore keep hiring better marketing to fix a pipeline problem marketing can't solve. The real issue is usually the offer. Here is why.
How to Productize Your Service (Step by Step)
A productized service is easier to sell, price, and scale. Here is how to package what you do into one clear offer your firm can repeat.
Why Disqualifying Prospects Faster Generates More Revenue
For B2B service firms, leads are a quality problem, not a volume one. Here's why disqualifying prospects faster grows revenue, and the system to do it.
Why Service Businesses Lose Money on Smaller Clients
Service firms break when they move from large clients to small ones. The real reason isn't pricing; it's how you're being bought.
The Praise Trap: Why Expert-Founders Get Admired But Not Paid
Many expert-founders have full calendars and empty pipelines. Here's why praise doesn't translate to revenue, and how to fix the boundary problem.
How to Handle Price Objections as a Consultant: It Starts With Your Pipeline
"You're too expensive" is rarely about price. It's what a thin pipeline sounds like. Here's why, and what to fix before you discount.
Positioning Is a Problem, Not a Profile
Positioning by industry, client size or service list describes you, not the client. The position that gets you called by name is a specific, painful problem.
Pricing Signals: What Your Rates Really Tell Prospects
Your rate is a message the prospect reads before you say a word. Here's what a low number actually tells them, and why raising it alone won't fix anything.
Want help applying these ideas?
Tell me what's going on with your sales. I'll tell you honestly if I can help.
Get in touch