Chris Do explains to Codie Sanchez that customers collectively define brand identity and react negatively when a company inauthentically violates its core ethos.
Insight
Do: Service providers should never justify their high prices to clients
“One of my rules is never justify your price. So when they say, why does it cost so much, Chris? Because it costs that much for me to do it. I'm not saying you can't get it done for less, because I'm sure you can, but not for me. You have a right, and I encoura…”
Insight
Do: Praising children conditionally teaches them to constantly seek external approval
“Because for them to, for me to be proud, it means there's times when I'm not proud. I'm always proud. I'm proud when you exist. That's all that needs to happen. You get You get love, appreciation, and joy just because you exist in this world. I bet you're prou…”
Insight
Chris Do: Workers mistakenly assume they are underpaid without considering peer merit
“Everybody thinks you're being underpaid, and it's not always true. Right, so I just want to put that out there, and what we do is we're contextual learners, so when you hear Sally's making more money than you don't consider Sally's more experienced, shows up o…”
Insight
Chris Do: Charging higher prices enables superior client service without nickel-and-diming
“When you charge more, you could deliver a better client experience. You can go the extra mile. You don't have to nickel and dime them because they are like, oh, make it a little bit bigger, or can we try another option? You could be thrilled to do that.”
Insight
Do: Optimal pricing should make both client and provider slightly uncomfortable
“I want to always be slightly uncomfortable, and I want the client to be uncomfortable with accepting the price. I don't want them to say yes easily. I want them to be a little bit concerned, consternate about it a little bit, and just like, ooh, it's a lot, bu…”
Insight
Do: Prospective clients who claim they have no set budget are lying
“First of all, when somebody says to you, I don't know what my budget is, you tell me, you are the professional, they might say it in a more condescending way, it's a lie. It's a very easy way to figure this thing out. Because though they might not know the num…”