The Human Side to Sales
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, […]
Don’t Hide Your Expertise
No 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 […]
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 […]
Why Follow When You Can Lead?
Simply 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 […]
Sell Value, Not Time
There’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?
Don’t Ever Negotiate Price Again
Price negotiation chips away at your value.
Ever send your client a bill for work you already completed and now they’re questioning the charge? Typically, those clients who challenge your fees are wondering why the work took so many hours. […]