Many of us think of selling as one “thing.”
Either you’re selling or you’re not.
But the sales process is a lot more complicated than that.
(By “sales process,” I’m referring to everything that happens from the moment … Read more
Unfortunately, some clients pay late all the time, no matter what you do.
You have to harass them to get payment, sending reminder after reminder.
Eventually, they do pay. Which makes you reluctant to let them go—especially … Read more
Many of us ask our peers for pricing feedback on different writing projects.
We describe the project and then ask, “So, what would you charge for this?”
But that’s the wrong question to ask!
In today’s short video, … Read more
Have you ever visited a different part of the country and had the most amazing treat?
Maybe it was the best cupcake ever, the best pizza or the most amazing BBQ?
Of course, you have!
And I’ll bet … Read more
Every day, people call the Four Seasons Hotel in Atlanta to book a room.
And every day, dozens of people decide not to book at the Four Seasons because they think it’s too expensive.
They end up … Read more
Sometimes clients or prospects aren’t really sure what they need.
They don’t know what to include in the project scope. Or how to go about solving the problem.
They need your help to figure it out.
If you’re … Read more
You’ve been asked by a client or prospect to quote a project you’ve never quoted before.
Maybe the project is somewhat offbeat.
Or maybe it’s simply something you’ve never done for a client before—even though you’re confident … Read more
Writers typically use one of four different pricing models.
Many writers charge by the hour.
Some charge by the word.
Some charge fixed-fees.
And some use value-based pricing.
Each model comes with its own set of challenges.
So which one should … Read more
Pricing is one of the most important levers in our business.
Because when you make the right pricing changes, it has a domino effect.
Higher fees bring a higher income… which boosts your confidence… which helps you see your value… which translates into bolder pricing… which leads to higher … Read more
You’ve probably had the experience of quoting a project ... and having the prospect react in shock at the price you gave them.
Instinctually, you might want to justify the price by describing the time and … Read more
One of the great things about running your own business is having the freedom to offer lower prices to a “good cause” organization when the spirit moves you.
But even so, there’s a limit to the … Read more
I often encourage my coaching clients to raise their prices.
When they do, a lot of good things can happen beyond just extra income.
But when they raise their prices consistently over time, they may eventually price … Read more