Susan's Blog
Use Choice + Anchoring to Increase Sales
You know this—human beings are a bundle of feelings and biases! You can ignore these and put your plans for success at risk. Or you
Change is hard not changing makes life much harder
Here’s what happens if you do everything… except change the way you think. Elaine told me she spent five years trying to improve her fractional
What got you here won’t get you there
Congratulations on your first $1 million. Or $5 million. Or $250K. When you hit your latest revenue goal, it’s time to celebrate. And before you
Need 1 Change that will Make a Big IMPACT?
Increase your fees by 10% today. Yes, just do it. “Why?” you wonder. It’s not related to the calendar or to increased expenses. It’s because
Why 52% of prospects say “No”
Do you intentionally make prospects take-it-or-leave-it? That’s the effect when your professional or business services firm bills by the hour. The client has to take
Are you reading your numbers like detectives read clues?
“Susan, I hate to admit it, but I don’t really know what it means to “know your numbers.”” The systems engineering consulting firm Owner was
Are you losing money because of this terrible sales question?
Could 90 million hits about pain points as a selling technique be wrong? I think so and here’s why. Whether the prospect has a big
Compounding works on expertise just like it works on money
I was working with Beth, the CEO of a fractional CFO (Chief Financial Officer) firm. They have about twelve clients each year, which keeps her
How many old receivables will it take before you do something?
The training company CEO was at her wit’s end. Time after time, her team would deliver programs that made a real difference to clients, and
This common question could cost you
We experts always need to know if the prospect or client has money to pay us, whether it’s for one project or an ongoing engagement.
Economy fears keeping your fees stuck?
Whether you believe the us economy is at risk of a recession or not—you’re right. What? It’s well known that beliefs can overcome facts and
Use SCOPE to list IMPACTs not imputs
The CEO of a softare/systems consulting firm asked me: “I typically start with a quote/price for a specific service and then the original project goes