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Years ago, my bosses and I needed to finalize the pricing for a new line of software I was launching. In the room we had MBAs from Harvard (2), Stanford, Tuck and, I think, Wharton. We had three prices in mind, and the five of us couldn't agree. So we did the only scientific thing: we flipped a coin (two out of three, just to be sure).
Pricing your product is actually simple, as long as you consider it from the buyer's point of view. How much it costs you to make something is irrelevant. They don't care (of course, you can't price something at a loss and hope to stay in business for long). The two keys to the analysis:
Substitutes: Every purchase is a choice, and that means the buyer can choose to do nothing or buy something else instead. If there are easy and obvious substitutes to what you sell, that has to be built into your pricing. If you make something rare and unique, you still might not be able to charge a lot--because people can always choose to buy nothing. A 42 carat diamond, for example, might be hard to replace, but it's not worth $100 million unless someone actually chooses to buy it.
Part of the work of design and marketing is to help people understand that there are no good substitutes for what you have to offer, meaning, of course, that you can happily charge more.
Story: The other half of the pricing formula is the story the price itself tells. A Prius at $40,000 or a Prius at $10,000 is the same car, but the price becomes a dominant part of the story. You can tell a story of value/cheapness/affordability, or a story of luxury. If you price your product or service near the median, you're telling no story at all with the price, giving you the chance to tell a story about some other element of what you sell.
If you're not happy with your pricing options, focusing on your costs might not be the right path. Instead, focus on how the design or delivery change the availability of substitutes, and how the price becomes part of the story of your product.
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Posted: 22 Jan 2012 11:01 PM PST The bickering over a half percentage point reduction on the discount rate continued over the weekend as Greek Bondholders Draw Line in the Sand Private owners of Greek debt have made their "maximum" offer for the losses they are willing to accept, the bondholders' lead negotiator has said, implying that any further demands could kill off a "voluntary" deal and trigger a default.The IMF wants to put Greece on a path for a debt-to-GDP ratio of 120 percent by 2020. Anyone remember the original proposal a year or so ago? The idea then was austerity measures would put Greece at an 80 percent debt-to-GDP ratio by 2013-2014. That Fantasyland proposal was soon followed by haircuts of 21% on Greek debt which I said would not work, then 50% which I said would not work, and now 65-70% which once again I suggest will not work. Greece is in a depression and things are going to get worse. Portugal and Spain are also in depressions. Ambrose Evans-Pritchard thinks Italy is headed for depression as well. Please see Money Supply Figures Suggests Italy Headed Into Depression; Non-Performing Spanish Loans Hit 134 Billion Euros, 7.51% of All Loans, Highest in 17 Years; Eurozone Unemployment Charts for a discussion. Granted, 2020 is a long way off, but recall the Maastricht Treaty requires a debt-to-GDP ratio of no more than 60%. European Debt-to-GDP Ratios CNN has a nice interactive map of European Public Debt at a Glance. Germany, France, Belgium, Italy, Portugal, Ireland, Spain, and Greece are all in violation. In fact, 13 out of 17 nations are in violation of the treaty. Estonia, Slovenia, Finland, and Luxembourg are the only exceptions. The map is from 2010 and some countries such as Spain that were on the edge before are no longer on the edge. Greek Talks Hit a Snag Over Rates The New York Times reports Greek Talks Hit a Snag Over Rates Greece's private creditors, which hold about 206 billion euros, or $265 billion, in Greek bonds, are resisting accepting a lower rate. They argue that they are already faced with a 50 percent loss on their existing bonds and that the lower rate would increase the hit they would take.CDS Holders Have Vested in in a "Credit Event" Not a Deal Hedge funds that have plowed into Greek debt did so with credit default swaps. Those CDS holders would be made whole on any "credit event". They have no vested interest in reaching a deal. So not "all" sides want to reach a deal as stated in the article. Other creditors are upset that the ECB itself will not partake in haircuts. The ECB holds 55 billion of the 206 billion euros of Greek debt. The rest of the EMU according to fixed percentages are on the hook for that debt. The Times reports ... The [ECB's] refusal to take a loss has been regularly cited by investors as unfair, and many have said that they will sue Greece if they have to take a loss while the bank does not. Separating Fact from Fiction in Selective Reporting The proposal is for the ECB to sell its bonds back to Greece so that Greece will then take a hit. With that in mind, look at this preposterous claim by a senior official "The bonds' rate "is the only issue," said a senior official directly involved in the negotiations. "We have to accommodate the needs of the Greek economy." I see two sentences and two lies. Indeed the entire article is crammed pack with lies made by various IIF and EMU officials. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Posted: 22 Jan 2012 11:20 AM PST Reader "Brisbane Bear" from down under sent potpourri of links on the dwindling prospects for the Australian economy. Oceanfront Homes for 65% Off In apples, rot starts at the periphery and spreads to the core. In real estate, rot starts in condos and vacation homes, then slowly encompasses city after city. Please consider Investors snap up coastal property bargains in Queensland. While prices soar in some coastal towns close to mining centres, astute buyers are managing to secure ocean- front homes in traditional tourist locations for $500,000 or more off peak prices as vendors cave after years of trying to sell.Chain Sales and Contingent Offers When all else fails, buyers accept any offer they can get including contingent sales as noted by The Age in Risky ride on the vendor-go-round. SELLING a home is stressful at the best of times. Failing to sell at auction in the midst of a property downturn can be its own kind of nightmare.Retailers Brace for More Job Cuts Following a dismal Christmas selling season, Retailers brace for job cuts THE battered retail industry is bracing for a fresh wave of job cuts, with the crucial Christmas shopping season failing to deliver a much-needed surge in sales.Cusp of a White-Collar Recession Please consider Bank on white-collar crisis AUSTRALIA is on the cusp of a white-collar recession with insiders warning that thousands of jobs are at risk in the finance sector, after it emerged yesterday that ANZ planned to cut 700 jobs.Australia is not on the "Cusp of a White-Collar Recession", Australia is smack in the midst of a general recession affecting nearly all aspects of the economy but mining. As China slows, mining will slow as well. Expect the real estate rot to spread to the core, sooner rather than later. The collapse in commercial real estate values, condos, and homes will be stunning. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Irish Journalist Hounds ECB Official Regarding Irish Taxpayer Bailout of French and German Banks Posted: 22 Jan 2012 10:16 AM PST The video below is from a European Central Bank press-conference in Ireland. Journalist Vincent Browne demands that the ECB representative explain why the ECB required the Irish people to bail out a bank's uninsured creditors. The bureaucrat mouths bland reassurances, then asserts (despite all appearances to the contrary) that the question has been answered. Browne doesn't let up. Link if video does not play: Irish journalist humiliates EuroBank technocrat who won't stop ducking hard questions Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Posted: 22 Jan 2012 03:11 AM PST In spite of a carefully timed announcement by Newt Gingrich's ex-wife Marianne on an "Open Marriage, Mistress Proposal", Gingrich rallied from a 16 point deficit on January 3 to a stunning 12 percentage point slaughter of Mitt Romney less than three weeks later. South Carolina Primary Results The Associated Press announces these South Carolina Primary Results. This goes to show you that "It ain't over until it's over." Dog Whistle Politics The Financial Times reports Victory Horrifies Republican Establishment Gingrich didn't just win the primary. He crushed Mr Romney, by more than ten percentage points, and that after the former Massachusetts governor had a lead of similar dimensions over Mr Gingrich just a week before the poll.Who is the New Torch Bearer of Freedom? I will take flack for this but it's all over for Ron Paul. He finished a disappointing 4th. I do not like the news but I cannot ignore it. This will not stop me one bit from pointing out the flaws of Gingrich, the flaws of Romney, and the flaws of the Republican and Democratic parties in general. Indeed I hope and expect Ron Paul to carry his message to the end in an attempt to change the Republican platform. The Republican party needs a new torch bearer. New Jersey governor Chris Christie walked away from the opportunity. Christie was not the perfect candidate, rather he was an acceptable candidate. Nonetheless, one thing is certain. Neither Gingrich nor Romney is the future of the Republican party. Both are failed politicians of the failed past. A new torch bearer will not come from the existing Republican establishment. My eyes turn towards Rand Paul. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
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How To Get The Equivalent Of $100K in PPC Ads For Free Posted: 21 Jan 2012 02:48 AM PST Posted by scanlin This post was originally in YouMoz, and was promoted to the main blog because it provides great value and interest to our community. The author's views are entirely his or her own and may not reflect the views of SEOmoz, Inc. We launched our site in July 2010. By the end of 2011 we ranked on page one organic results for 108 relevant phrases. During 2011 we went from four phrases in the top three results to 44 phrases in the top three. Here are the SEO tactics we used to get the equivalent of $100K in PPC ads in 2011 for free. SEO Results We made solid progress with our SEO in 2011. We are analytical types and like to graph the number of phrases we have in Top 3 and Page 1 organic results each week. For Page 1 results we went from 14 phrases at the beginning of 2011 to 108 phrases at the end of 2011:
For Top 3 organic rankings in 2011 we went from four at the start of the year to 44 at the end of the year:
The impact of these ranking improvements was significant. We quadrupled our Google referred organic traffic during the year. At the start of the year we were getting 2000 visitors per month from Google organic visits. By the end of 2011 we were getting 8000 visitors per month from Google organic visits:
For us, this increase in organic search traffic helped us grow our business nicely during 2011. Over $100,000 Of PPC Ads Equivalent We wanted to know how much that organic traffic was worth to us in terms of equivalent PPC ad spend. So we went to the Google Keyword Tool and looked up the Exact Match estimated CPC for each phrase where we ranked. Then we multiplied that number by the actual visits we received for that Exact Match phrase. For example, we rank for "call option" which has an estimated CPC (for Exact Match) of $13.66. We got 286 clicks from that phrase in 2011, which would have cost us 286 x $13.66 or $3907 if we had purchased those clicks via PPC. Do that same exercise for all of the phrases that sent us organic traffic during 2011 and you get a number in excess of $100,000. Those are visits we got for free because of our SEO. (Did I mention how much we appreciate our training from SEOmoz yet?) Cool. So How Did You Get Those Rankings? Ah, yes. The secret sauce. Because we are grateful to the community here, we are going to share our tactics. None of this is rocket science or breaking new ground. But rather than vague assurances, we can say for certain these tactics worked for us. On-page optimization. We created an Excel file and mapped our site so we knew which phrase was mapped to which URL. We limited ourselves to one phrase per URL (okay, maybe two phrases if one was the plural of the other). Then we used the Report Card feature of the On Page tools here until we got an 'A' grade for every phrase/URL pair. We did this for about 200 phrases we care about. Yes, it took a while (a little bit of time each day spread over six months). Internal linking. If a blog article on one concept mentions a concept we have another blog article for then we make sure the first points to the second with appropriate anchor text. We also interlink our Tutorial with our Blog. We actually repeat this process about once every 90 days, so to make sure that older content is referring to newer content (and vice versa) as we add more content pages. New content. We add at least one page of unique content per week to the site (300-500 words written by us and relevant to our audience). We have a list of phrases we'd like to rank for that we don't currently rank for and tend to create content around one of those phrases each week. Link building. We build deep links to every page. For some pages, optimized for long tail phrases, it only takes 1 or 2 links with appropriate anchor text to get a decent ranking. But for most of our phrases it requires many more links than that. We wrote a ton of guest blog articles and article marketing articles (non-spun, non-spammy) and posted them on themed (investment related) blogs and sites. An example is this guest post on a PR5 site. BLU. Blogger Link Up is a free email list where people post requests for articles every day (there are a few of these kinds of sites). If you write something they will give you a link back. Before spending time creating new content for someone else we always check their traffic stats and look at their site. If their site is spammy looking then forget it. But many of them are quality, well-curated sites that will provide a decent link in exchange for quality content. HARO. If you aren't using HARO you should be. It stands for Help A Reporter Out. You sign up (free) and then get a daily email from journalists looking for sources on articles. If you are relevant to the article they are working on and offer them some expert answers or content they may cite you in their article (and give you a link back). Major publications use HARO and we have successfully gotten links on sites like American Express's OpenForum (PR6 site) through this process. It's not the same as having an expensive PR firm, but it will give you at least some access to the same kind of publications a PR firm would. Press releases. Never underestimate the links you will get if you issue a press release. We use PRWeb but there are others. Make sure the release is SEO optimized (put in a few links to deep pages on your site). Seems like no matter what you issue at PRWeb there are dozens of sites that will republish your release, creating dozens of new links. Yes, you have to pay for the releases. Do it a couple times a year, minimum. Forum participation. This does not mean posting spam in forums. This means find where your audience hangs out and provide meaningful participation. After you've established yourself as credible (posted a certain number of non-spam postings) then most forums will let you have a do-follow link in your signature line for each post. Yes, it takes time to read and participate in the forums. You will not only get some link love (for the bots) but eventually but you will also get human visitors who just like what you're saying in the forums and come check you out. YouTube videos. We weren't sure about this one until we did it, but it's totally worth it. Create a channel on YouTube (which will get you one do-follow link from a PR9 site) and post some videos. We saw a noticeable increase in rankings once we did this. We think that PR9 link really helped. Facebook, Twitter, LinkedIn, Google+: Set up profiles and every time you write a blog entry post it to these outlets. You Had Better Like To Write The bottom line is we spend a ton of time writing. Writing for our own site, writing guest blogs and articles for other sites, writing to answer HARO requests, answering questions in forums, etc. We probably spend half our time on new content creation and writing in general. Yes, you can outsource the writing but (1) it costs money, and (2) much of what you get back won't be of high enough quality to use (at least, within our financial niche that has been our experience). Better to write it yourself. We've definitely come to realize that SEO is not a sprint; it's a marathon. Even though we made good progress in 2011 we have another hundred phrases we want to rank for in 2012. That's over eight per month. Time to get back to writing! Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don't have time to hunt down but want to read! |
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Now that everyone has a media platform, look for even more of the mutual back scratching that comes from tracking favors.
The most corrosive sort of this network amplification goes like this: I do something for you unasked. Then I do something again. Perhaps I even tout you or your work a third time. Then I come to you, point out how generous I've been and ask for you to do something for me. Or I network my way to one person and then use that platform to reach three more, and repeat until I've worked the entire digital room.
Humans have a natural openness to reciprocity. It's a time-honored survival technique, one that allowed us to live together in villages for millenia. Someone who doesn't reciprocate is less likely to be protected by his peers, right? Not only have we been taught reciprocation since birth, but it feels right. It's baked in.
The problem occurs when the trading of favors become mercenary, when alert individuals start manipulating the system for personal gain. Suddenly, every favor is suspect, measured and not at all generous. Suddenly all the likes and links and blurbs become nothing but currency, not the honest appraisals of people we can trust. It means that bystanders have trouble telling the difference between honest approval and the mere mutual shilling of traded favors.
Yes, you can trade your way up, but at some point, the very people who were influenced by all your trades start to realize that you can't be trusted.
Mutual funds deserve to be rigorously measured and relentlessly traded. Favors and taste and allegiances, though, not so much. Like is too important to be something you do because you have to.
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Sarkozy Dumps Financial Transaction Tax After Pressure From Banks Posted: 21 Jan 2012 03:58 PM PST French President Nicolas Sarkozy is once again setting himself up to look like a fool, this time over his pledge to implement a tax on all financial transactions, popularly referred to as the "Tobin Tax". Just days after pledging to proceed with a tax on all financial transaction tax in France if the rest of the Europe would not go along, he walked away from the "Tobin Tax" idea completely after receiving pressure from French banks. Via Google Translate, please consider Sarkozy waiver of the Tobin Tax by pressure from the banks, according to the German press The French government had abandoned its demand to impose a tax on financial transactions, also called Tobin Tax, after pressure from the country's largest banks, which have threatened to relocate their businesses in other territories, as confirmed by sources in the banking sector Germany's Handelsblatt.Not only does it look like Sarkozy caved under pressure from French banks, it appears the Spanish prime minister Mariano Rajoy caved in as well. Will this flip-flopping by Sarkozy, especially after being adamant that France would go it alone if necessary help his election chances? For a discussion of Sarkozy's dwindling election chances please consider Le Pen Inches Closer to Bumping Off Sarkozy in First Round of French Elections; Interesting Crossover Vote Opportunity for Hollande Supporters to Dump Sarkozy Never before has a sitting French president been dumped in the first round of elections. That outcome is now a strong possibility. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Posted: 21 Jan 2012 09:28 AM PST For weeks we have been hearing "agreement soon" on Greek bond haircuts. The theme for the day today as it was yesterday and as it was a week ago is "tomorrow". One problem with all of these "deal is close" announcements is none of them have included an agreement from those who stand to benefit if there is a credit event. Until those CDS holders are made whole, or at least the CDS holders are satisfied, there is no deal, just noise. The Wall Street Journal reports UPDATE: Greek Debt Talks Appear To Stall Saturday Talks between Greece and its private sector creditors over a debt writedown plan appeared to stall Saturday as the banks' top negotiator left Athens amid signs of fresh disagreements over how much Greece would pay its bondholders in the future.IMF Germany Think 4% Coupon Too High It's hard to say whether it's the CDS holders who are the only holdouts here. Rather it's possible, there is no general agreement at all. Interestingly, both German and the IMF think Greece cannot recover with a 4% or higher coupon rate. Germany had been arguing for a 2% rate. At a 2% coupon on new debt, assuming a 10% Greek haircut rate, existing bondholders (except the ECB) would suffer 76% losses plus whatever losses it would take to make the ECB whole on the garbage it is holding on its balance sheet. Reuters has an interesting "Greek Haircut Calculator" to see what losses might be at varying rates on new debt. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Is Ron Paul an Isolationist as Newt Gingrich and Rick Santorum Claim? Posted: 21 Jan 2012 12:41 AM PST Both Newt Gingrich and Rick Santorum have accused Ron Paul of being an isolationist. Is that really the case? Ironically, I propose that Newt Gingrich, Mitt Romney, and Rick Santorum are the isolationists. However, before one can make a case for or debate anything, there must be an agreement on terms and an understanding of what isolationist means. The best place to start is a compelling article written by Sheldon Richman on the Future of Freedom Foundation website. Opposing Imperialism Is Not Isolationism I am going to take liberty and post Richman's Opposing Imperialism Is Not Isolationism in entirety. If he objects, I will condense it down. Here goes. When pundits and rival politicians call Ron Paul an "isolationist," they mislead the American people — and they know it.Is Ron Paul an Isolationist? I was going to title my post "Is Ron Paul an Isolationist?" but after perusing the Future of Freedom Foundation website that I just discovered this evening, I noticed that title was already taken. Here are snips from The Future of Freedom article Is Ron Paul an Isolationist? written by Laurence Vance. Speaking in South Carolina just before Christmas, Newt Gingrich "sharply criticized Mr. Paul for what he said were his isolationist views on foreign policy."That was a lengthy, yet incomplete snip. With those two compelling articles, I added a link to The Future of Freedom Foundation under the category "Taxpayer Friendly Sites" on the left hand side of my blog. Mission Statement I wholeheartedly endorse the Mission of FFF.ORG as follows. MissionPlease give the site a good look and help spread the word. Who are the "Real" Isolationists? The irony of the Ron Paul "isolationist" accusation is the other republican candidates, especially Mitt Romney, are the true isolationists. Mitt Romney has come flat out and said he will increase tariffs on China which would likely start protectionist trade wars much like the Smoot-Hawley Tariff act that intensified the downturn of the great depression. Republicans who campaign on the basis of "small government" and "constitutional principles" yet support troops in 140 countries, manipulation of interest rate by the Fed, and isolationist tariff policies are nothing but enormous hypocrites. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Click Here To Scroll Thru My Recent Post List Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
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