2Bobs—with David C. Baker and Blair Enns When Your Clients Talk to Each Other
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Mar 26, 2025 The podcast delves into the fascinating dynamics of client interactions, particularly how vertical positioning can foster communication. It discusses the challenges and perks of clients talking among themselves and the importance of tailoring pricing strategies based on perceived value. The conversation navigates the art of effective communication, especially in industries reliant on mutual referrals. Additionally, it tackles the effects of client comparisons on service expectations and proposes innovative strategies to enhance relationships and upend traditional communication flows.
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Pricing Strategy
- Price the client, not the service, especially with specialized services.
- Consider the client's value perception and tailor service bundles accordingly.
Client-Centric Pricing
- Not all clients value the same things; pricing should reflect this.
- Customized services allow for varied pricing based on client needs and value.
The Airline Analogy
- Airline ticket pricing demonstrates how varied bundles of services justify price differences.
- Clients, like airline passengers, purchase different value bundles, justifying varied pricing.