What a Guarantee Really Does
Most people think the purpose of a guarantee is to give someone their money back if something goes wrong. That's certainly what it does. But I don't think th...
People Don't Want to Make a Mistake
November 11, 2026 · 2 min read
Here's something worth thinking about: Your customers aren't necessarily trying to spend the least amount of money. They're trying to avoid making a mistake....
Expensive and Risky Are Not the Same
November 10, 2026 · 2 min read
Here's something I've learned about price: Expensive and risky aren't the same thing. We often treat them like they are. A $10,000 decision feels riskier tha...
Don't Reduce the Price. Increase the Certainty.
November 9, 2026 · 2 min read
When people hesitate to buy, there's a natural instinct: Reduce the price. Maybe we can make it cheaper. Take something out. Create a smaller version. Find a...
Sometimes Serving Means Charging More
November 8, 2026 · 2 min read
One of the most interesting lessons I learned from Claude Hopkins is that you have to care more about serving than selling. That sounds obvious. Until servin...
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