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No one wants to buy more meetings
The Business Builder Volume 3 Issue 16
Bill Brelsford
August 29, 2025
Let's say you have a typical 3-tier pricing structure - Gold, Silver, Bronze - but only the Bronze package sells. Should you change:
Your pricing?
The order of presentation?
Your sales approach during consultations?
Those were the suggestions from a LinkedIn conversation I followed this week.
But none addressed the real problem.
Each tier was just a list of features.
Features are facts: 3 meetings, email support, 2-week turnaround. When you list facts like a grocery list, people shop on price alone.
To sell higher packages, describe the meal, not the ingredients. Paint the outcome, not the process.
More meetings may equal better results - don't assume they know that.
Sell the transformation they're buying.
After all, that's why they came to you.
Bill
913.962.9261
P.S. - Need a hand selling your results? Go ahead and hit Reply.
Worrying gets you nowhere. If you turn up worrying about how you’re going to perform, you’ve already lost.
B2B Marketing Trends
Stay ahead of the curve with this look at the latest B2B marketing trends, including how to leverage AI, video, and personalization to connect with your ideal clients. Link →
The AI Search Manual
If you want to understand where AI Search is headed and how to show up in it, this guide lays it all out. Link →
AI Bouncer?
YouTube will start using AI to guess your age. If it’s wrong, you’ll have to prove it. I’m not a fan of this idea - but let me know what you think. Link →
Conversion Boosting Copywriting Rules
Is your messaging hitting the mark? This article breaks down five simple but powerful copywriting rules that can dramatically improve your conversion rates. Perfect for anyone struggling to articulate their value. Link →
And this…
A postcard lost in the mail for 72 years arrived at an Illinois post office. Officials were able to track down and contact the now 88-year-old sender. Link →
Featured Picks
📚️ Featured Book - "Never Split the Difference: Negotiating as if Your Life Depended on It" by Chris Voss
This isn't just another business book. It's a masterclass in negotiation from a former FBI hostage negotiator. Voss shares practical, field-tested techniques that you can use to win more deals and build stronger relationships with your clients. Amazon Link →
🛠️ Featured Tool - Apollo.io
Apollo helps you find, contact, and close your ideal buyers with one easy-to-use AI sales platform. You can test them out using their free tier, which is based on credits rather than a time limit. Link →
📷️ Featured Image
This 10-year-old chess player from the UK is the youngest female to defeat a grandmaster - Link →
Photo Credit: FIDE
Let me know. Just hit reply (I read every reply), I’d love to know what you think.
Thanks for reading.
Bill
913.962.9261
P.S. Whenever you are ready, here are 3 ways I can help you grow your business.
1) Connect with me on LinkedIn
I'm on LinkedIn primarily to grow and support my network. Connect with me and let me know who makes a good connection for you.
2) Try the Offer Scorecard
When you have a great offer, everything in marketing and sales becomes easier. Reply to this email with “Offer” and I’ll send you the guide so you can evaluate and improve your offer.
3) Work with me One-on-One
And get unlimited, sales-driven copywriting for a flat monthly fee.
Reply to this message and put “One-on-One” in the subject line. Tell me a little about your business and what you'd like to work on together, and I'll get you all the details!