Susan's Blog
Be the Lexus of Your Industry
Lexus ranks first in reliability according to several recent studies of cars in the US. And reliability is the most important characteristic to car buyers,
Are You Lying to Your Clients?>
How many times have you assured your clients that your firm only bills for the work done directly for them? A phone call about their
Does your Great Fit Client look like this?
“We take anyone who comes asking for our help,” Micah told me. “They need a lawyer, we’re lawyers, we’ll do the work.” For 6 years
Special Edition – Pricing FAQs
Is pricing the exact number I charge my clients? Is it a range? Or is it how we think about our value, so we make
Get off the ground floor!
A long time business owner with a track record of many successes told me he’s planning a pivot. He’ll apply his knowledge and expertise to
Are you letting Net Profit Margin happen by accident?
Are you choosing your Net Profit Margin? Or are you letting it happen by accident? Dan, the Owner/CEO of a web design and digital marketing
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
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
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
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
“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
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