To start, here's a little price increase notice sample. I then follow it up with 6 ways to how to tell clients you're raising your prices below: Dear John (your client's name is John, right?); How are you doing? We used to be so close. Lately there's been some distance between us; I just want to make sure that, from your end, everything is still good. I mean, the work we've done together has been nothing short of terrific. I'm so grateful for the opportunity to work with you and your team! The challenges that your assignments provide have kept me at the top of my game; and you have always been appreciative of my team's long hours, late nights, and responsiveness to last minute … [Read more...]
Small Business Articles on Processes
Read small business articles from the Anchor Advisors team for best practices on building and improving your organization's processes. Go back to all Articles »
Grow your funnels to grow your business
Most business owners are familiar with their sales funnel—the accumulation of new business prospects that are in the process of choosing to buy from you (or not). The sales funnel is arguably the most important process that a growing business needs to track. How are we turning people who are “interested” in buying from us into people who are “actually” buying from us? (Or for bonus points, how do we apply our marketing efforts to people who are merely “interested" and turn them into buyers…?) The growth and success of your sales funnel drives the growth and success of your business. One of the most common misconceptions about the sales funnel is that it can be managed. We can be … [Read more...]
How do you know that YOU are doing a good job?
As a business owner, we all have more than one job (many of us carry 4 or 5); but two of those jobs are the same for every business owner. The first is being a great leader in your business. Whether you are the CEO/President, or a partner who shares the leadership, one of your primary roles is to lead your business. As a leader, it’s my job to make sure that my business is pointed in the direction of new opportunity, that I have good people on my team, and that I’m making money. That’s what CEO’s do. But even CEO’s have bosses! And, if you are self-employed, then that means that you are your own boss. So every now and then you need to take off your CEO hat and put on your “investor” … [Read more...]
Avoiding the summer slow down
This week, I’m joining 80% of americans in planning a travel vacation for the summer. As a business owner, I know how important it is to get away; but I’m also aware of the impact a “vacation” has on my business—and the business of my clients. When anyone goes on vacation, we feel it! Schedules get thrown, decisions are stalled. Any kind of change (or action) happens more slowly. Often we’re ”waiting" for everyone to return to the office so that a meeting can be scheduled, or a proposal can get approved. It can be sooo frustrating! Your clients need your help; you want to close the deal; but the world stops for 2 weeks because somebody is on vacation. And then when they come back they’re too … [Read more...]
What (I think) I know about working for yourself; 15 years in
It was April 2001. I was 35 years old, and I was done with corporate life. I had spent over a decade living in airports, sleeping in rooms at the Courtyard by Marriott™, and meeting in conference rooms that were out of state. I was tired of it. I made the choice to step out on my own. I didn’t know much about being self-employed at the time (and maybe I still don’t), but I was determined to figure it out. Now—15 years later—I think I know a few things. 1. The early years are hard. Getting a business started takes a lot of work (it didn't help that I didn't know what I was doing)! There were so many decisions to make (that I had never made before), and everything cost money (more than I … [Read more...]
Sending Price Increase Notices: 4 Best Practices
When you finally decide it’s time to send your clients a price increase notice, there are a few best practices to follow to help ensure you and your customers are on the same page about what’s happening. The last thing you want to transpire when you’re making a request is to put them on the spot, surprise them, or make them angry. That’s why today, we wanted to outline a few best practices to help you send a price increase notice that gets your clients on board (instead of running for the hills.) 1. Give some warning Surprises + Business = Bad. Nobody likes seeing a price increase on his or her monthly invoice—especially when it comes without warning. All of the sudden … [Read more...]
Price increase letter: My first experience raising my prices
We often see business owners undervalue their services. So we often preach about raising your prices. But we get a lot of hesitancy because many owners are afraid they'll lose clients, and/or not be able to attract new ones. So we asked Kaleigh Moore who runs We Are Lumen about her first experience raising her prices and what it was like for her. Several months ago, after reviewing my workload at the end of the month, I realized that something needed to change. As a one-woman team most days, I saw myself taking on more and more work. And the bad part was, I was working harder, not smarter. It was time to send out a price increase letter to my clients. At EnMast, we talk a lot about how … [Read more...]
How to sell in the 21st Century
"In the age of the Internet, caller ID, and email, how do we sell? How do we reach prospects in a way that will convince them to work with our firm? I don't think we can just go bang on doors anymore, but I'm not sure what to do instead..." On the one hand, the Internet has changed everything. When my career in sales started, the sales person had all the information. If you wanted to be educated about the products or services they sold you had to sit and listen to their spiel. The sales people were in control of the process. Now, not so much. Much of the information you would want to know about just about any product or service is available through a simple web search. If not on your … [Read more...]
How I learned how to stop worrying and love marketing
"I don't know how to forecast my sales for the rest of the year." If you can't forecast your sales, it's really hard to make good business decisions. Do I need to hire more people? How much space do I need? Should I invest in this new software? We can only answer those questions if we can predict our future sales. A lot of business owners have sleepless nights trying to guess the answers to those questions. Not knowing what the future holds causes a lot of worry. On the other hand, if we can accurately guess at our future sales, then the right decision is just simple math. "But, my projects get canceled or delayed all the time, and I never really know when a client is going to decide … [Read more...]
Crafting a price increase notice: 6 ways to tell your clients
To start, here's a little price increase notice sample. I then follow it up with 6 ways to how to tell clients you're raising your prices below: Dear John (your client's name is John, right?); How are you doing? We used to be so close. Lately there's been some distance between us; I just want to make sure that, from your end, everything is still good. I mean, the work we've done together has been nothing short of terrific. I'm so grateful for the opportunity to work with you and your team! The challenges that your assignments provide have kept me at the top of my game; and you have always been appreciative of my team's long hours, late nights, and responsiveness to last minute … [Read more...]
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