The Pricing Dude.

Pricing Strategy, Pricing Strategist, Pricers….

….What the heck do we do?

/thread/

(Pricing Thread Monday's)

Pricing people are like detectives.

You need to raise your own issues and suggestions before other people do.

You have to identify gaps in your product or services pricing that need improvement before they become glaring issues.

This establishes your credibility.

When you work with Product Management, Marketing, Sales, etc.

It would help if you were transparent to no small degree, but you do not need to divulge everything.

If they think the product sucks, you won't necessarily say this.

You may think it and even say that within your immediate team.

But it is your job to understand the vision and value of the product sell you can best monetize it.

Pricers see warts on the products.

This is the challenge.

Be subjective about the products; professional critiques vs. personal negativity.

When it comes to explaining to others what you do, most people will have no idea what you're talking about.

When you boil it down, pricing is not overly complicated.

But the analytics and analysis behind the scenes as to why you came to the decision you did is complex.

It would help if you made everything look and feel as simple as can be and use non-pricing jargon

as you boil your proposals up to executive level management in the C-Suite.

When others ask you questions, you need to become a great listener.

Half the time, the questions they are asking aren't really what they intend to ask.

Repeat what they said, rephrase it back to them, so there is an explicit agreement about what needs to be seen.

In the pricing world, asks are coming from all over, and you can feel overwhelmed.

Everyone wants to see an absolute breakdown, within a specific product, within one particular GEO, etc.

Ask questions.

Stay in the debate world vs. the opinion and argumentative side.

How is the product "better"?

We can't price "better."

Ask questions, probe for answers, get everyone on the same page what the explicit benefits are from the product, and whether or not the customer cares.

If the customer cares, there is an opportunity to monetize (potentially….we will dig into this deeper another time).

Pricing jargon is boring. Only pricing and statistical geeks enjoy it.

Use metaphors.

Get the audience to connect to your suggestions and feedback.

Anyone else in the pricing world out there?

What are your thoughts?

Or if you run your own business, pricing your own product or services and have questions.

DMs always open!