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Category Archive for: ‘Client Management’

  • Depositphotos 48530937 Pogonici Square

    5 Ways to Raise Prices without Losing Clients

    Recently the owner of a successful design firm approached me for help raising their rates. They hadn’t raised their rates in years, and she knew their fees were quite low compared to many of their competitors. But she was very nervous. She couldn’t afford to …

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  • Find Out Clients Budget

    When the Client Won’t Tell You Their Budget

    Tired of shooting in the dark? Don’t like leaving money on the table? Here’s how to close the sale and maximize your earnings.

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  • Firing a Client

    When to Fire a Client

    Over the course of my career, I’ve had the pleasure of working with some truly amazing clients. But I’ve also run into the occasional client who has been less than ideal to work with…

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  • Price-Obsessed Clients

    4 Ways to Handle Price-Obsessed Prospects

    “Oh, that’s expensive.” I used to hate hearing this. Everything would be going great with a potential client. I would explain how I can help them, and they would nod their head enthusiastically. Then I would tell them the price and everything would grind to …

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  • Depositphotos 25082967 3dmentat 250 250

    How to Turn an Ending Project into New Business

    When a client engagement ends, it’s often bittersweet. It’s great to have another happy customer appreciating your work. But it’s also sad, because the revenue ends. Most business owners don’t realize there are ways to turn this sad event into new business.

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  • Depositphotos 4811559 Small Kbuntu

    Land Bigger Projects by Offering Options

    Recently, a marketing firm hired me to help them sell bigger projects.  I suggested that they beef up their proposals and pitch bigger projects to their prospects.  “We can’t do that,” my client explained, “because we’re already too expensive for many prospects, and losing that …

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  • Free Not Available

    How to Handle Requests for Freebies

    There was a moment after I started my business when I realized that lots of people were hitting me up for advice.  Not only were clients eager to learn as much from me as possible, but old friends and new contacts were asking to “pick …

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  • How to Get Clients to Behave (and Still Love You)

    You love your clients…most of the time.  Sometimes they are really aggravating!  They can be late, uncooperative, or unresponsive.  They can be overly demanding (like when they ask for the moon and budget for marbles).  I want to share strategies to keep your clients in …

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  • How to Communicate Bad News to Customers

    When I worked at Samsung, I had to call Walmart and tell them a huge shipment was going to be late.  Fun, huh?  I actually had to make that kind of call all the time, because, let’s face it, shit happens (and it happens by …

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  • Holiday Rewards for Your Best Customers…and for Your Business

    If you’re like most businesses, a handful of customers are responsible for a large amount of your business.  Here’s a great way to thank them this holiday season, while helping boost your year-end sales! This technique comes from my Aunt Sandy, who’s used it in …

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