Why You Should Ship Early and in Chunks

By delivering work in shippable chunks, using value-based prices becomes easier and you also create more value for clients by reducing risk.

To many, setting a value-based price seems daunting, even impossible. This three-part guide is intended to demystify the art of determining value-based prices and presenting them. Part one: Why you should price your work in chunks.… Read more

Honestly, Are Your Prices Actually Fair?

Not acting fair will make your clients unhappy and feel cheated.

Many years ago when I was at the beginning of my career as a freelancer, I had a conversation. The reason I recall it so well is because it illustrates a common misconception about pricing: you can forget about being fair – you either cheat or get cheated.… Read more

How to Use Impact Mapping to Elicit Insights and Create Value in Early Discovery Conversations

A method called Impact Mapping is gaining traction in software development. It helps teams make better decisions. But it can also be used to generate valuable ideas before anything is built – during the discovery phase. In a fierce market, being able to elicit such insights when selling can be critical for winning over a prospect. This is how it works.… Read more

4 Emotional Reasons Why You Need More Client Workshops

Workshops aren’t just a great way to plan, design or create together with clients. The true benefits of workshopping together are emotional. Client workshops help establish the bonds required for successful collaboration over time. If you want to keep your clients, then workshop with them.… Read more

How to Stop Wasting Your Valuable Time on Dishonest RFPs

Requests for proposal are a pain. Many agencies and freelancers are rightfully tired of jumping through hoops just to do great work. But the real problem with RFPs is that they’re often dishonest and set up from the start for a specific company to win. Here’s how you can tell if an RFP is worth pursuing and what to do should you decide to go after one.… Read more

The Secrets to Closing Deals

You have it. The buyer wants it. The meeting is over. You part ways. What happens now? Many deals cannot be signed immediately and require buy-in and approval from others on the buyer’s end before closing. Here are some ways to make that happen.… Read more

Leading the Sales Conversation to a YES

Successful salespeople generally listen way more than they talk. They have a way to make prospects feel listened to and heard. They create an environment in which the buyer feels that the seller is collaborating with them to achieve a mutual goal. Their superpower? Sales conversations!… Read more

3 Steps to Qualifying a Lead

Not everyone can or needs to buy your product or service. By qualifying your leads, you determine whether you can and want to sell to someone. Qualifying lets you save time and effort by focusing on those most likely to buy.… Read more