Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.
1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don’t stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.
Alan Weiss on “How to Deal with People Who Always Want A Deal”
8.Stop work if you’re not paid on time. “Deal-seekers” are famous for delaying payments to squeeze out extra work. If you’re not paid in advance, and a payment date has passed, allow ten day and then stop working. Otherwise, you’ll be in permanent debt to the company store.
Patricia Fripp & Alan Weiss and the rave reviews.
Patricia Fripp’s birthday photos from the Golden Gate Breakfast Club
Patricia Fripp’s birthday photos from the Golden Gate Breakfast Club
Read More...Be a Star: 8 Tips to Make the Most of Your TV Appearance
I am very confident this will all happen! It has taken me 5 years but all of the Toastmasters training (I co-founded a Bay Club chapter with Patricia Fripp), the classes such as yours, and the never say die attitude are paying off. It is like striking oil…long time drilling and then suddenly a gusher!
Read More...Marketing for Consultants: Sell-Yourself Tips for Consultants
More information on marketing yourself as a speaker, seminar leader or consultant is
https://fripp.wpengine.com/sales_training.html
Sales Generation: Prospecting Tips for a Slow Economy
3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.
Read More...Sales Presentations: Power Pitching: Get the Personal Edge
•Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there’s anything they don’t understand, it’s too complicated.
Read More...Prospecting Tips for a Slow Economy: Sales Presentation Skills Increase Odds
Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you.
Read More...4 Do’s in Selling Your Ideas to Senior Management:Business Communications
1. Open with your conclusions. Don’t make your senior level audience wait to find out why you are there.
2. Describe the benefits if your recommendation is adopted. Make these benefits seem vivid and obtainable.
Publicity: The Dos and Don’ts of Dealing with the Media
As a speaker, you probably know how important publicity is to the success of your business. But the truth is, many speakers, high-level executives and even marketing and public relations managers (and maybe you’re one of them) make crucial mistakes when dealing with the media – and then they end up on reporter’s block call or spam e-mail lists. The good news is, by being aware of the more common dos and don’ts of dealing with reporters and editors, there are many steps you can take to avoid these pitfalls!
Reporters,
