Pricing for Profit: How to Command Higher Prices for Your Products and Services

Now that we’ve identified the more common pitfalls you face in

dealing with change, let’s develop a systematic approach for avoiding

them.

Avoiding Pitfalls

It would have been easy to end this chapter with the suggestions listed

above, but I know from experience that those suggestions would be of

little help to you. Why? Because, as mentioned earlier, we’re creatures of

habit. We get caught up in the daily challenges of running a business and

quickly forget the advice of this chapter. To minimize that risk, I’ve de-

veloped a four-step system that, if you employ it will help you avoid giv-

ing away the value you create. Here is the system:

1. If you don ...