selling to your own wallet

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.

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X’s & O’s vs. Intangibles February 24, 2020 After a 14-40 start to the season, John Beilein resigned as coach of the NBA’s Cleveland Cavaliers. He didn’t even last his entire first season as an NBA head coach, even though he came into the league with a stellar record as a collegiate coach. There’s a…

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The Red Flags of Inadequate Pricing February 17, 2020 Recently I was on a discovery call with a videographer. This man has been in business for five years, and he felt like he needed to make some major changes to his business if he was going to achieve goals he’d set for himself. About 15…

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Quoting Rates and a Failure to Learn January 6, 2020 Do you want to be a commodity or a problem solver? If you want to work with clients who are a better fit for you and earn higher prices for your engagements, then the answer is clear, right? If, however, when someone asks the “what…

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“Should I Price My Service Lower When I’m Starting Out?” November 12, 2019 This question comes up frequently when I speak to student entrepreneurs or owners of new businesses. I recently got this question from a business school student who said he wanted to start a consulting business. It’s an understandable question, but it comes…

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Confidence and Pricing Your Services November 1, 2019 I’ve given several presentations to various groups over the last few weeks, including some student entrepreneurs just starting out. In the questions which come during and after those presentations, the underlying problem of confidence always comes up. Lack of confidence is that uneasy sensation when you get…

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When Clients Brag April 23, 2019 I was discussing engagement options with a potential client not long ago. We got to the point where I reviewed my pricing for those different options. “Hmmm,” she said as she looked up. “I’m on a non-profit board,” she continued, “and recently we were reviewing proposals from several consultants,”…

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