Susan's Blog
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
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,
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
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
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
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
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,
Understand these two points of view to increase revenue
My client, a bookkeeper, shared this exchange with me: Client: “I want my monthly financial reports by the 5th of the month.” Bookkeeper: “You’re not