Susan's Blog
Coulda had 1 million 3 years ago
Mel was both happy and frustrated. His company had just recorded the sale that put them $1 million ahead of the past year. In fact,
Copy My Pricing Process to Increase Revenue
“I hate being ‘that guy’” The CEO complained to me that every single week he had to nag his professionals to complete their time sheets.
Demand is always strong for unique qualities
“Susan, you were an Economics professor. What is elasticity of demand and how will it affect our revenue?” This HR consultant read deep into my
IMPACT Based Pricing Choice Framework
You take pride that your firm delivers life changing IMPACTS to clients. But…buyers can have reservations. If you give them one option, they wonder “Is
Your business needs an anchor and compass
I talked with a charming, outgoing couple on Saturday afternoon. They told me they’d had a boat they called “Honey Dear.” They had her for
Issue Chart and Continuum of IMPACT
Clients and prospects have needs, wants, and desires. When you understand the differences, and identify which is on the client’s mind right now, you have
Clients want IMPACTs not hours
“Okay, Susan, I’m committed to adopting IMPACT Based Pricing for my firm. I’ve got the language (see last week’s three steps). How do we turn
Raise Fees in January? Why Wait?
“It’s almost New Years, I think I’ll raise my rates on Jan. 1.” “I’m looking forward to the New Year. We raise our rates on
What are your blinders hiding?
“I stopped in my tracks when I watched the movie Seabiscuit,” said the newsletter writer. Why? Because the blinders racehorses wear made her think of
How to find perfect fit clients without painful discovery calls
Maurice “Mo” B. hates painful discovery calls! He is the Founder and CEO of a marketing consulting firm and he was eager to adopt
Are you wearing handcuffs to work?
You get ready for work: Morning routine? Check. Clothes, hair, shoes? Check. Laptop or phone? Check Handcuffs? Check. Wait, handcuffs? You know handcuffs. Those steel
Set sail or stay safe dockside?
A ship in the harbor is safe But that’s not what ships are for. I’m thinking a lot about the pull we feel between being