Posts Tagged ‘value conversation’
Dealing with Clients Who are at Their Worst
Effective value conversations aren’t just a method to determine and improve our own pricing. The conversation itself can offer a tremendous gift for our clients.
Read MoreSelling 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.
Read MoreDon’t Fill in the Blanks
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.
Read MoreMatching Vision and Talent: How One Videographer Invites a Value Conversation With Clients
How videographer Trenton Carson responds to the “what are your rates?” question from clients . . . and how he invites them into a value conversation.
Read MoreHow to Respond to the “What are Your Rates?” Question
You meet a prospect at a networking event, or maybe they find you online. The first question they ask is “what are your rates?” How should you respond? Here’s an answer for that question.
Read More“How to Increase Your Prices and Profits”: My Interview on the “Biz Communication Show” with Dr. Bill Lampton
Thanks to Bill Lampton, Ph.D., the “Biz Communication Guy,” for having me as a guest on his “Biz Communication Show.” We discussed pricing topics like how to deal with the “I can’t afford you” objection, the need to have a value conversation before pricing your service, and how professional service providers offer intangible value which goes well beyond the service itself.
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