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School Got it Wrong: Ditch the Employee Mindset

Entrepreneurial mindsetTraditional education teaches conformity. During class you’re instructed to obey the rules, do what you’re told and walk down the hall in a straight line. Challenging the rules is frowned upon. Memorizing for the test, only to forget it later, is […]

Your Hourly Rate is Unfair

The Costly Mistake

Your hourly rateYour hourly rate is unfair.

Entrepreneurs commonly charge for their time. School taught us that our time is highly important. However, this pricing strategy teaches your clients to view you as a hired hand. You’re clumped with unskilled labor that’s […]

Value Based Pricing: Part Art and Part Science

Value based pricingThe Pricing Gap

Ever measure the gap between how much you make and how much you’d like to earn? Your money deserves attention. Research states 82% of businesses fail because of cash flow problems.

Don’t simply consider production costs, […]

Psychological Pricing: The Secret Triggers That Make Clients Buy

The Human Side to Sales

Psychological pricing Closing the sale. That term rubs me the wrong way. It turns a decision into a transaction, removing the human aspect.

People buy because of their human side; not in spite of it. With that in mind, I prefer to enroll new clients, […]

Are You Committing this Pricing Strategy Mistake?

Don’t Hide Your Expertise

posting your rates on your websiteNo two clients are alike. Some face simple challenges while others are more complex. Because of that, placing the same price tag on their needs doesn’t make sense.

You have so much to offer. In fact, your service is probably superior […]

Accelerate Your Business Growth: Productize Your Services

Fast Track Your Growth

Certain entrepreneurs experience rapid growth. Do you often wonder how you can do that, too? Then break out of the pattern of selling your time. Start to […]

Design Your Packages for Value, Not Price

Why Follow When You Can Lead?

design your packagesSimply because something appears logical, doesn’t mean it’s right for your business. Don’t follow the status quo. Choose to take initiative, even if it’s contrarian. Set up a business that suits you. And, remember to […]

Intuit’s Bookkeeping Test: A Blessing or a Curse for Small Bookkeeping Firms?

Sell Value, Not Time

small bookkeeping firmsThere’s hot discussion about Intuit’s recent bookkeeping services test, called QuickBooks Live. Many small bookkeeping firms worry that Intuit plans to offer bookkeeping services. Losing clients is their primary concern. Can a small firm truly compete with an enterprise business?

Those […]

How to Package Your Services and Stop Competing on Price

Employed or Self-employed

how to package your servicesYour education prepared you to be employed, rather than self-employed. So you spend countless hours thinking about raising your rates. But, you keep them where they are because you’re not sure how. Most training courses overlook pricing […]

Discovery Consultations Increase Your Sales

Shift from Selling to Discovery Consultations

Discovery Consultations Discovery consultations are more effective than a traditional sales conversation.

Entrepreneurs often resist selling to clients. But, they need clients if they want to remain in business. Well, it’s time to stop selling. That’s because selling […]

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