What would it mean to you to attract better clients?
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What would it mean to you to attract better clients?

What if you worked ALL DAY with clients who LOVE what you do, who are fully engaged in the process, and who want more from you in every meeting? What would that be like? There’s a secret formula to attracting those kinds of clients, Raise Your Prices! When you substantially raise your prices the only people…

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Narrow the focus

We talked previously about the massive uncertainties that we’re facing in 2020 — unprecedented unemployment globally, a genuine public health threat, a presidential election year, and social change that we haven’t seen in a generation.  My recommendation was to narrow your focus, to pick one thing that you could do consistently and focus on doing…

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What you told me about retainers, the good and the bad.

In my last message, I talked about the problem of retainers, they seem like a great way to smooth out revenue and make delivery more predictable. Still, in reality, they may turn into a bog of over-servicing and under profitability.  I asked you to tell me about your experiences, and you were very generous with…

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Are retainer clients your best clients, or your worst clients?

Maximizing monthly recurring revenue (MMR) is a goal for most business owners. Knowing that we are going to have that retainer payment coming in each month makes it so much easier to plan our cash flow, our staffing and makes it easier to sleep at night. When I talk to agency owners they want as…

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So, what price should I be asking for my services?

This week we talked about how the “market rate” for your services is irrelevant — your specific qualities and capabilities will attract different prospects than others in your market. Those qualities impact the price you can charge more than the market does. We also talked about we can identify ONE critical feature or benefit that…

How to price your services HIGHER than your competitors.
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How to price your services HIGHER than your competitors.

In my recent survey of over 100 business owners, I asked them to agree or disagree with the following statement.  We are priced significantly higher than our competitors.  The results showed an almost perfect “bell curve,” with a slight tilt toward agreeing. Which brings up the question, “How do we know what our competitors are charging?…