The Top 10 Articles That You Loved in 2019
2019 is drawing to a close and it’s time for our annual look back. These are the articles from the past 12 months that got your attention, plus a bonus.… Read more
Tag: selling
Not Sure What to Say When Buyers Ask ‘How Much?’ Try a Ballpark Price
You’re talking to a prospect. The work seems like fun and it’s something you know you’re good at. The buyer then says “So how much?” or “What’s your rate?” The dreaded ballpark price question can cause the most experienced freelancer or agency owner to feel anxiety. Luckily, there’s a way to answer it.… Read more
How to Smartly Influence Your Buyer’s Price Sensitivity
The basic idea of value-based pricing is that buyers pay for the value of what they receive. But how do you, as a seller, determine that value? What is the prospective client willing to pay? How price-sensitive are they?… Read more
How to Use Buyer Types to Avoid Wasting Time and Money on Fruitless Prospects
Buyers come in all types. From the bargain-hunting first-time buyer who doesn’t consider the value your services bring over time to the strategic relationship buyer that values you for being you. Problem is, how do you tell buyer types apart?… 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
12 Things You Can Do to Improve Your Agency Proposals
Your proposal matters and weighs heavy in your client’s eyes when you’re bidding for work. I talked to Harji Singh, owner of New York-based agency Azai Studios about their process of creating tantalizingly beautiful agency proposals that wow buyers and win work.
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Our Gargantuan FAQ on Value-Based Pricing for Agencies and Freelancers
Value-based pricing is one of my favorite topics and I get lots of questions about it. I decided to compile all of them into this enormous FAQ.… 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
How to Create True and Genuine Trust Using Value-Based Selling
A majority of people resent selling as well as the feeling that they’re being sold something. It doesn’t have to be like that. In this three-part series, I will reveal a method for selling that builds trust, focuses on the buyer’s needs and enables you to establish a value-based price.… Read more
How to Worry Less With These 5 Types of Predictable Income
Lack of predictable income is the #1 worry among freelancers. Life as a freelancer or independent consultant has its perks. But being independent comes at the price of not getting a regular paycheck. Here are five ways to create worry-free predictable income.… Read more
How to Use Repositioning to Reach Old Clients with New Ideas
To stay relevant and in business, agencies and consultants must constantly evolve and offer new services. However, making your customers realize that you can do more for them isn’t always easy.… Read more
New and Old Books That Will Certainly Surprise and Inspire You
I love reading. The wealth of concepts seem endless, and I wish I had the time to read even more than I do. Here are twelve books, the ideas and the inspiration they gave me.… Read more
Things to Keep in Mind When You Adopt Value-Based Pricing
I’m a big fan of value-based pricing. It encourages collaboration and a win-win approach to making business. There are, however, ways of using it that you should avoid.… Read more
The Top 7 Perceived Buyer Risks and How to Conquer Them (Infographic)
We recently explained why customers hesitate and what you can do about it. A key step to overcoming buyer hesitation is to counter their fears. This infographic is a handy reference for the top 7 most common buyer fears and lists things you can do to overcome them.… Read more