Business RadioX ®

  • Home
  • Business RadioX ® Communities
    • Northeast
      • Pennsylvania
        • Butler PA Business Radio
    • Southeast
      • Alabama
        • Birmingham
      • Florida
        • Orlando
        • Pensacola
        • South Florida
        • Tampa
        • Tallahassee
      • Georgia
        • Atlanta
        • Cherokee
        • Forsyth
        • Gwinnett
        • North Fulton
        • North Georgia
        • Northeast Georgia
        • Rome
        • Sandy Springs
        • Savannah
      • Louisiana
        • New Orleans
      • North Carolina
        • Charlotte
        • Raleigh
      • Tennessee
        • Chattanooga
        • Nashville
      • Virginia
        • Richmond
    • South Central
      • Arkansas
        • Northwest Arkansas
    • Midwest
      • Illinois
        • Chicago
      • Michigan
        • Detroit
      • Minnesota
        • Minneapolis St. Paul
      • Missouri
        • St. Louis
      • Ohio
        • Cleveland
        • Columbus
        • Dayton
    • Southwest
      • Arizona
        • Phoenix
        • Tucson
        • Valley
      • Texas
        • Austin
        • Dallas
        • Houston
    • West
      • California
        • Bay Area
        • LA
      • Colorado
        • Denver
      • Hawaii
        • Oahu
  • FAQs
  • About Us
    • Our Mission
    • Our Audience
    • Why It Works
    • BRX in the News
  • Resources
    • BRX Pro Tips
    • B2B Marketing: The 4Rs
    • High Velocity Selling Habits
    • Why Most B2B Media Strategies Fail
    • ROI Calculator
    • 9 Reasons To Sponsor A Business RadioX ® Show
  • Business Opportunity

Referrals and Pricing

April 20, 2022 by John Ray

Referrals and PricingJohn Ray
  • Social:
  • Link:
  • Embed:
https://stats.businessradiox.com/36081.mp3
Download Audio

Referrals and Pricing

Referrals and Pricing

A story on referrals and pricing, and how best to refer your fellow professional services providers.

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] Hello again. I’m John Ray on the Price and Value Journey.

John Ray: [00:00:04] Referrals and pricing. Recently, a friend, I’ll call her Elizabeth, she asked me to recommend two or three professionals in a particular services segment. I gave her three names of individuals who I know do outstanding work. One of them was a professional I’ve known for a long time. I’ll call him William. I’ve worked with William on his pricing, and I disclosed that fact to Elizabeth when I included him on the list of names that I gave her.

John Ray: [00:00:36] Elizabeth also asked someone else, and I’ll call him Bob, the same question, and I found this out because Elizabeth forwarded me what Bob had written about his recommendations. She was confused because Bob had commented that William was probably “less expensive” than the other professionals Bob had recommended. What Elizabeth naturally wanted to know was how William was less expensive if I’d been working with him.

John Ray: [00:01:09] Now, I had to smile at that comment. I told her that Bob, frankly, had no idea what he was talking about, and I wouldn’t have either, for that matter, I told her, if I’d made any comments about William, or anyone else on my list, or Bob’s list, for that matter. Because he recommended him, I assume Bob was trying to help William, but that help came at a cost that Bob didn’t grasp, however. Bob could have hampered William’s ability to land the business because he placed a potentially unfair preconception in the mind of the prospect.

John Ray: [00:01:50] Now, here’s the point. When you refer someone, assuming you really care about them and want to see them succeed, never reference the level of their pricing. Unless you’re sending out their invoices for them, you have no idea where they are on their pricing journey, and it’s unfair to prejudice the mind of the potential client with any of your value judgments about their pricing.

John Ray: [00:02:17] Further, it’s highly unlikely you know the scope of the project the person asking for the referral has in mind. In this case, I had little information on the specifics of what Elizabeth wanted. Finally, I had no sense of how Elizabeth might value the outcomes that William or the others I’d recommended could deliver. I’m 99.9% certain that if I didn’t, Bob didn’t either, yet Bob was providing editorial comment on William’s pricing. If you make any sort of comment on someone you recommend, couch that recommendation solely in the value they provide, reference their quality, their timeliness, their insightly advice, whatever, but just don’t get into their pricing. If you’re really trying to help, don’t be Bob.

John Ray: [00:03:12] I’m John Ray on the Price and Value Journey. If you’d like to connect with me directly, you can send me a note, john@johnray.co. And past episodes of this series can be found at pricevaluejourney.com. Thank you for joining me.

 

 

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.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey
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, Nashville 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 1,100 podcast episodes.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Filed Under: North Fulton Studio, The Price and Value Journey Tagged with: B2B services, John Ray, Price and Value Journey, pricing, professional services providers, referrals, relationships, solopreneurs, The Price and Value Journey, value

BRXStudioCoversNorthFulton
All Episodes / Archives

Also Available On ….

Google-Podcasts-logo

Connect With Us

  • Email
  • Facebook
  • LinkedIn
  • Twitter
  • YouTube

Studio Partner

In addition to operating the North Fulton studio of Business RadioX®, John Ray is the owner of Ray Business Advisors, LLC.
 
 Because pricing is the fastest way to change the profitability of a business, John advises business owners on how to change their pricing and make more money. His clients include attorneys, CPAs, consultants, technology companies, and retail store owners.
 
His blog, “The Price and Value Journey,” regularly features examples and stories which help business owners in their own pricing journey. John is also a speaker on pricing at numerous chambers, business events and seminars. John also helps small to mid-sized companies achieve their profit and growth goals as an outside CFO.
 
John is extremely active in the North Fulton community. He is on the board of the Greater North Fulton Chamber of Commerce (GNFCC), and serves in a variety of capacities there, including Chairman’s Circle, member of the Executive Committee, member of the Finance Committee, Chair of the Small Business/Entrepreneurship Economic Recovery Task Force, and Chair of the Small Business Awards Committee. John was named the 2018 Harry Rucker Jr. Volunteer of the Year by GNFCC.
 
In 2011, John founded Backpacks of Love, a grassroots, all-volunteer organization which serves children and their families in the north metro Atlanta area who are homeless or otherwise in severe need. Backpacks of Love delivers backpacks of food, purchased and packed by volunteer sponsors, to 18 different elementary, middle, and high schools in north Fulton County and Forsyth County.
 
In 2015, John was named Small Business Partner in Education of the Year by the Greater North Fulton Chamber of Commerce for his work with Backpacks of Love. 
 
John is a Deacon in the Episcopal Diocese of Atlanta and is currently assigned to Holy Comforter Episcopal Church in Atlanta.

 

CONTACT

Our Mission

We help local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

We support and celebrate business by sharing positive business stories that traditional media ignores. Some media leans left. Some media leans right. We lean business.

Sponsor a Show

Build Relationships and Grow Your Business. Click here for more details.

Terms and Conditions
Privacy Policy

Connect with us

Want to keep up with the latest in pro-business news across the network? Follow us on social media for the latest stories!
  • Email
  • Facebook
  • Google+
  • LinkedIn
  • Twitter
  • YouTube

1000 Abernathy Rd. NE
Building 400, Suite L-10
Sandy Springs, GA 30328

© 2023 Business RadioX ® · Rainmaker Platform

BRXStudioCoversLA

Wait! Don’t Miss an Episode of LA Business Radio

BRXStudioCoversDENVER

Wait! Don’t Miss an Episode of Denver Business Radio

BRXStudioCoversPENSACOLA

Wait! Don’t Miss an Episode of Pensacola Business Radio

BRXStudioCoversBIRMINGHAM

Wait! Don’t Miss an Episode of Birmingham Business Radio

BRXStudioCoversTALLAHASSEE

Wait! Don’t Miss an Episode of Tallahassee Business Radio

BRXStudioCoversRALEIGH

Wait! Don’t Miss an Episode of Raleigh Business Radio

BRXStudioCoversRICHMONDNoWhite

Wait! Don’t Miss an Episode of Richmond Business Radio

BRXStudioCoversNASHVILLENoWhite

Wait! Don’t Miss an Episode of Nashville Business Radio

BRXStudioCoversDETROIT

Wait! Don’t Miss an Episode of Detroit Business Radio

BRXStudioCoversSTLOUIS

Wait! Don’t Miss an Episode of St. Louis Business Radio

BRXStudioCoversCOLUMBUS-small

Wait! Don’t Miss an Episode of Columbus Business Radio

Coachthecoach-08-08

Wait! Don’t Miss an Episode of Coach the Coach

BRXStudioCoversBAYAREA

Wait! Don’t Miss an Episode of Bay Area Business Radio

BRXStudioCoversCHICAGO

Wait! Don’t Miss an Episode of Chicago Business Radio

Wait! Don’t Miss an Episode of Atlanta Business Radio