Susan's Blog
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It’s as Close to Magic as Anything in Business
“We have a policy to raise our prices every three years.” “We can’t charge more, no one else in our industry is doing that.” “Our
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Does Pricing Your Services Drive You Crazy?
“How much should we charge” keeps so many Owners and CEOs up at night. They want a dollar answer. Or at least a formula for
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Do NOT give options to prospects…
I’ve had this conversation with Owners and CEOs many times: Me: “Does your firm offer options at different prices?” Owner/CEO: “No. We don’t customize because
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Limiting beliefs reduce revenue and profit
“No, I’m not paying you $500 more for that work. If you don’t like it, you can leave. You know you can’t do this without
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“It’s too expensive” is not an objection to the price
You’ve followed your sales training up to the point where you believe you have a solid prospect. They ask for a proposal. You send them
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Behind the Scenes of an IMPACT Based Pricing Transition
An Owner/CEO like you called me and said “Susan, I want to adopt IMPACT Based Pricing. How do I get started?” My reply: “IMPACT Based
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Prospects ghosting? It’s because you didn’t give them choices
“I spent a lot of time with a prospective client. It seemed that we had solid rapport, and yet, after I sent them a proposal,
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Are you making clients feel bad?
“Susan, I gave my prospect three offers, as you recommended. But they were sort of angry. They told me that they don’t want to pay
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3 decisive actions to increase Q4 revenue and profit
Not all meaningful changes require months of planning. Sometimes you decide to act and then you actually just do it! Here are 3 actions to
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Solve your hourly billing problems with one solution
Have you ever thought or said one of these? “I’d love to be a consultant, but I hate that clients can cancel, and you lose
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Grow as you learn and earn higher fees
When Frank read my post “Compounding works on expertise just like it does on money” he had an upside-the-head moment. He told me during our
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Is your cash flow helter-skelter?
The phone is ringing with clients asking for your help. Revenue is increasing. Your associates are working as hard as they can. You meet deadlines,