How should you judge a prospect who doesn’t check the references you’ve provided? Such a circumstance may indicate a price-sensitive client you want to avoid.
You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.
There’s a cliché that “people do business with those that they know, like, and trust.” That’s true, but “know, like, trust” starts somewhere else that’s counterintuitive: service.
There is no “new normal.” There’s not a “forward normal,” nor a “next normal.” There never was a normal to begin with. “Normal” is a mirage. To be effective in our business, we must embrace this fact.
In your services practice, everything starts with understanding what the client is actually buying.
Pricing by the hour causes clients to make false comparisons which have nothing to do the quality of the service you provide, as illustrated by this look at a national survey of hourly billing rates for attorneys.
A recent interview with business infrastructure expert Alicia Butler Pierre sparked these thoughts on why the term “solopreneur” is a myth.
On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.
A pest, a relationship builder, and how better pricing for your professional services starts . . . or gets sidetracked.
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