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
“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
“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
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
“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
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
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
“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,
“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
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
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