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A story from someone who DOUBLED her price! (Reading time 1min 30 sec)

We’ve been talking about raising prices for a few weeks as one of the easiest ways to make more money right now. Today let’s study a real-life customer story of someone who finally started raising her prices.; “I know you’ve been telling me that my prices are way too low, but I still have a…

What it means to be the “costs more, but worth it” provider (read time 3.5 min)
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What it means to be the “costs more, but worth it” provider (read time 3.5 min)

To get a premium price for your services it’s important to be positioned as the “costs more, but worth it” provider. Your prospects need to see you as substantially different from your competitors. And not just different like you “dye your hair orange” different, different in a way that makes you uniquely qualified to solve…

Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)
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Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)

We’ve talked previously about how important it is to find more significant, scarier problems. My father used to say it this way; ”No one gets hired to tell a client to take his vitamins. You hire an outside firm when you have an artery spouting blood and they need a tourniquet!” Dad had a way…

Vivid goals + Tangible reminders + Hard work =     (reading time 3 min)
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Vivid goals + Tangible reminders + Hard work = (reading time 3 min)

I had a prospect come to me with a desire to grow her income, and at the same time to make her business processes less dependent on being “hands on”.  “Why do you want that, Linda? What makes this important now?” I asked. “Well, I just came back from visiting my Father in Tucson, and…

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What if I’ve got lots of conversations with prospects, but can’t close a deal?

After our last email where I offered Nedra Rezinas my best advice for kick-starting her business development engine I got one reply that really surprised me. In my answer to Nedra I said, “…the only thing you can control in the sales process is the top of the funnel…” and talked about how to get…

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Focus means letting go: What to do with smaller clients who no longer fit?

We talked previously about focusing on higher value clients as a way to grow your business and make more money. But successfully implementing this strategy has a catch, you have to let go of lower value clients to make room for the higher value clients we want to attract! For some folks letting go of…