Recently the owner of a successful design firm approached me for help raising their rates. They hadn’t raised their rates in years, and she knew their fees were quite low compared to many of their competitors. But she was very nervous. She couldn’t afford to alienate her existing clients, and she was wary of scaring …
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Tired of shooting in the dark? Don’t like leaving money on the table? Here’s how to close the sale and maximize your earnings.
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“Oh, that’s expensive.” I used to hate hearing this. Everything would be going great with a potential client. I would explain how I can help them, and they would nod their head enthusiastically. Then I would tell them the price and everything would grind to a screeching halt. “Oh, that’s expensive,” they’d say, shaking their …
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A graphic designer recently confided that she really had no idea if her prices were right. Her firm was successful, and they made decent money. But she knew some firms charged quite a bit more, and she wondered if she could raise her rates. At the same time, she hated that her firm lost work …
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An IT company I work with was struggling to close clients for its network overhaul service. Prospective clients kept disappearing–sometimes they’d explicitly balk at the price tag, other times they’d just stop responding to calls and emails. It was especially frustrating because they could tell that many of these prospects desperately needed the kind of …
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Ever wonder if your prices are right? Most people I meet wish they could charge more, but aren’t sure if it’s a smart move.
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Most of us feel pressure to take whatever work we can get. One of my clients used to live by the mantra, “a job is better than no job.” But in fact, we’ll be happier–and probably make more money!–if we are more selective. Here’s seven situations when you’re better off saying no. You’ll get a …
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Do you ever feel that setting prices is like stabbing in the dark? It shouldn’t be. There’s an art and a science to price setting that, when followed, will immediately increase your profit. This is why, when I’m starting with a new client, we often start by revamping their pricing. Done right, it’s instant profit …
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Ever feel like you need to give a price concession in order to close the sale? WAIT!! Even experienced negotiators encounter this situation all the time. But they’ve got tricks to keep their prices high AND close the sale. Here’s four that I use ALL the time. [margin50] [div style=”float:left;margin-right:20px”] 1 [/div] [div style=”overflow:hidden”] Train …
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“Looking for a jump in business? Have a sale!” “Want them to buy? Offer a discount!” That’s the conventional wisdom, and indeed it works…but at the expense of profit! Nonetheless, so many businesses I work with find themselves slaves to discounts in order to keep the sales coming. Discounts, discounts, and more discounts. It doesn’t …
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