Counting the Steps Along the Way
Counting the steps along the way by celebrating your firm’s milestones is not only rewarding, but also a trust builder for your business.
About The Price and Value Journey
The title of this show describes the journey all professional services providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.
If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.
John Ray, Host of The Price and Value Journey
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.
In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.
John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,700 podcast episodes.
Coming in 2023: A New Book!
John’s working on a book that will be released in 2023: The Price and Value Journey: Raise Your Confidence, Your Value, and Your Prices to Grow Your Business Using The Generosity Mindset. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. For more information, contact John below.
Connect with John Ray:
John Ray: [00:00:03] Hello. I’m John Ray on The Price and Value Journey. I just recorded show number 600 for North Fulton Business Radio, one of the shows that I host. And you know what? I’m pretty excited about this milestone. Celebrating the big achievements like a five, ten, or twenty year anniversary is not just appropriate. I think it’s mandatory because those milestones are remarkable both for you and your team.
John Ray: [00:00:38] But celebrating the grind, the day after day struggle is fitting as well. B2C companies do this a lot. Mcdonald’s comes to mind with their signs that say billions and billions served. But I don’t see too much of that from professional services providers. You know, it’s a win just to show up every day, to keep plugging away, to keep delivering.
John Ray: [00:01:03] If you’re not counting those steps along the way, you’re missing moments in which you can give your team members pats on the back. You’ve lost an opportunity to thank those who have supported you along the way. You’re passing up times you can take a pause yourself and say, “Wow. It’s been quite a journey.”
John Ray: [00:01:23] Further, you’re missing out on a trust builder with prospective clients. When I’m speaking with a prospective client, I’m able to tell them that I’ve hosted or produced somewhere around 1,700, 1,800 podcast episodes and counting. I’m communicating without having to say it explicitly that my team has seen it all, the good, the bad, the ugly, and the beautiful. And we bring all that experience and knowledge to the table when we work on their show.
John Ray: [00:01:56] If you’re a website developer, what would it mean to a prospective client to say how many websites you’ve built? If you’re a family law attorney, the number of cases you’ve closed. If you’re a social media marketer, the number of social media posts you’ve made. Or a videographer, hours of video footage you’ve released. If you’re an outsource H.R. professional, the number of employees you’ve been responsible for. Sure, you’re signaling that you’re an experienced professional, but you’re also communicating that you’re reliable and that you show up day after day confronting challenges and grinding it out. Count the steps in your journey and celebrate them.
John Ray: [00:02:46] And speaking of celebrating, I have to celebrate my team that helped me get to those 600 episodes for North Fulton Business Radio. So, thank you, Arlia Hoffman, Mildred Denis, Angi Shields, and Heather Bellew. I appreciate all of you. You’re terrific.
John Ray: [00:03:06] Hey, this is John Ray, again, on The Price and Value Journey. Past episodes of this series can be found at pricevaluejourney.com. And I would be honored if you would subscribe to the show on your favorite podcast app. And, also, hey, I’ve got big news for the new year ahead, I’ve got a new book coming out, The Price and Value Journey: Raise Your Confidence, Your Value, and Your Prices to Grow Your Business Using the Generosity Mindset. If you’d like to know more, you can email me at firstname.lastname@example.org. Thank you for joining me.