Two Ways to Respond to “How much do you charge?”
In the current Foundations1: Clients and Money program participants are digging deeply into the sales conversation with potential clients. One question was this: “What do you do when someone emails you or calls and just asks how much you charge, and then leaves or never gets back to you?” Mmm…. that’s a bit awkward, isn’t […]
Control Versus Do-It-Yourself
I mentioned last week that during a day trip out to the Oregon coast we stopped at Camp 18. Although we missed our scheduled departure of 7am, we did manage to get the kids in the car, and all of us on the road by 8:30am, which was definitely a victory. However, only 20 minutes […]
Why We Talk About Problems… and What Comes First
Problems are the bread-and-butter of marketing training. “Talk about the problem!” “Press on their pain points!” “What problem is going to trigger the ‘buy now’ reflex?” Boy, doesn’t that feel good? My heart aches just thinking about that kind of approach, and that’s why so many heart-centered business owners avoid talking about problems. Then they […]