Make Yourself Discount-Proof

Are you often asked to discount your fee or price? Typically, when a prospective customer or client balks at your price, it’s because they believe...

Who Ever Heard of Bad Loyalty?

Did you ever imagine that there could be an issue with customer loyalty? Could there be a time when customer loyalty may not be...

Dawn’s Stop-Doing List

Stop cutting your prices to find more clients. Do mine your existing client base for new revenues and referred business. A 5% increase in retention...

Predictable Revenue

No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving...

Don’t Pay the Psychological Price of Being the “Low Price Leader”

I’ve stressed the importance of finding and exploiting niche markets many times in this space. One of the biggest reasons operating in a niche market is...

Going Into Consulting? Prepare for Scope Creep

Are you new to consulting? Planning to start soon? Beware of scope creep. It’s a real problem in a lot of professional services. I ran into...

How to Make Your Recurring Revenues Oil and Not Glue

Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the...

How to Find Out What You’re Actually Spending on Customer Acquisition

Getting a new customer isn’t easy, but it can be done. Before you break out the bubbly to celebrate, however, you’ll want to know...

When Did Profit Become a Bad Word for Entrepreneurs?

As a startup advisor and investor, I find that more and more entrepreneurs avoid using the term “profit” in pitching their new venture. They...

How to Effectively Use Price Comparison Sites to Increase Sales

If you are an e-commerce entrepreneur, you already know (or are experiencing) how difficult it is to get the eyeballs of customers. In a...

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