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Need a formula for business transformation? The perfect formula is right in your head: your hunches. Trust them, experiment with them, Tinker until you've maximized the results. amazon.com/Tinker-Busines…
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Susan Trivers
37.9K posts
Susan Trivers
@susangtrivers
Pricing Advisor to professional services firms, designers, subject matter experts & all knowledge based companies. How you price determines what your prices are
US Katılım Temmuz 2008
208 Takip Edilen394 Takipçiler
Demand is always strong for unique qualities
“Susan, you were an Economics professor. What is elasticity of demand and how will it affect our revenue?”
This HR consultant read deep into my LinkedIn profile to find this fun fact!
It's a great question with an easily...
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IMPACT Based Pricing Choice Framework
You take pride that your firm delivers life changing IMPACTS to clients.
But...buyers can have reservations.
If you give them one option, they wonder "Is that all there is?"
If you give them many options, they get overwhelmed an...
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Your business needs an anchor and compass
I talked with a charming, outgoing couple on Saturday afternoon. They told me they’d had a boat they called “Honey Dear.” They had her for 20 years and sold her last year.
“What was the best part of having a boat in the family...
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Issue Chart and Continuum of IMPACT
Clients and prospects have needs, wants, and desires.
When you understand the differences, and identify which is on the client's mind right now, you have taken a big step towards engagement.
How do you find out?
The million dollar...
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Clients want IMPACTs not hours
“Okay, Susan, I’m committed to adopting IMPACT Based Pricing for my firm. I’ve got the language (see last week’s three steps). How do we turn that into actual dollars?”
Love this question! Dollars follow commitment and language.
Segme...
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Raise Fees in January? Why Wait?
“It’s almost New Years, I think I’ll raise my rates on Jan. 1.”
“I’m looking forward to the New Year. We raise our rates on January 1 every third year.”
“We’ll raise our rates by 20% starting in January. Sent a letter to all our cli...
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What are your blinders hiding?
"I stopped in my tracks when I watched the movie Seabiscuit," said the newsletter writer.
Why? Because the blinders racehorses wear made her think of all the distractions CEOs and Owners face.
Why am I sharing this with you?
Because I ...
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How to find perfect fit clients without painful discovery calls
Maurice “Mo” B. hates painful discovery calls!
He is the Founder and CEO of a marketing consulting firm and he was eager to adopt IMPACT Based Pricing.
However, he struggled with the discovery cal...
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Are you wearing handcuffs to work?
You get ready for work:
Morning routine? Check.
Clothes, hair, shoes? Check.
Laptop or phone? Check
Handcuffs? Check.
Wait, handcuffs?
You know handcuffs.
Those steel contraptions that bind your wrists together.
...
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Set sail or stay safe dockside?
A ship in the harbor is safe
But that’s not what ships are for.
I’m thinking a lot about the pull we feel between being safe and venturing out.
Why am I focusing on this now?
I attended a webinar about creating digital courses....
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Are you cursed? probably...
Do you ever feel cursed? Alarm doesn’t go off, socks or shoes are missing, a great employee or colleague quits all of a sudden.
Maybe you can’t sleep, your mind is spinning all night, you wake up groggy and grumpy.
Those are sure unpleas...
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Put love into Labor Day
What comes to mind when you hear “Labor Day”?
I often think “oooh, a day off, long weekend, back to school, end of summer, long walk with my dogs in our favorite park.”
Probably not so much about actual labor, the labor that the day honors.
...
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