Episode 50: Fearless Pricing: How to Get Paid What You’re Worth with Casey Brown
Episode Summary
In this episode, Cary sits down with Casey Brown, founder of Boost Pricing, who is on a mission to help businesses get paid the prices they deserve. Speaking from her experience as a pricing consultant and speaker, Casey shares valuable insights on how companies can better understand their value, overcome pricing fears, and avoid common pitfalls like undervaluing “hot sauce” services. She discusses the human side of pricing, emphasizing that understanding your audience, using empathy in sales, and practicing key skills can transform how businesses approach pricing and boost both profits and customer loyalty.
3 Key Takeaways
- Value-Based Pricing Over Cost-Based Pricing:Â Casey emphasizes that pricing should be tied to the value a product or service brings to the customer rather than simply covering costs. Too many businesses leave money on the table by only aiming to break even or match their competition.
- Empathetic Sales Approach:Â Sales teams need to act as empathetic advisors who truly understand customer needs. This can make a significant difference in both the final sale price and long-term customer loyalty.
- Role-Playing for Sales Confidence: Practicing sales conversations and objection handling—whether with colleagues or AI tools—helps salespeople build confidence, listen more effectively, and handle high-stakes conversations without getting caught off guard.
About Casey BrownÂ
Casey Brown is a pricing expert and the founder of Boost Pricing, where she helps companies maximize the value they provide by empowering them to set prices that reflect their quality. As a speaker and consultant, Casey is passionate about helping businesses understand the impact of fair pricing on their growth, teams, and even local communities. With her new book, Fearless Pricing, she offers guidance on breaking out of pricing fear and commanding the value they deserve. Casey’s work is mission-driven, grounded in her belief that businesses can positively impact families and communities when they’re paid fairly.