by Mark Katz | Knowledge Exchange, Uncategorized
When people come up to me and say how much do you charge, I tell them they’re moving too fast and that we need to get to know each other first. It doesn’t make sense to me to have a conversation about price if we haven’t talked about the needs of the client. I don’t...
by Mark Katz | Knowledge Exchange, Uncategorized
There are a couple of ways to do this. One way is to meet with them and say, ‘I’m feeling like our work together is not as productive as I would like and I’d like to refer you to someone else.’ This conversation is never intended to be confrontational; it’s about...
by Mark Katz | Knowledge Exchange
I don’t believe in elevator speeches, but I do believe in using the right language. If you can talk about your business in 30 seconds, you might need to rethink your language. Now while you might be able to engage somebody in 30 seconds, you’re not likely going to be...
by Mark Katz | Knowledge Exchange
One of the questions I get asked the most often is, “How do you deal with clients who don’t pay you?” First of all, I never let money get it the way. I will always work out a financial solution that will get me working and will service the client. Secondly, I set the...
by Mark Katz | Knowledge Exchange, Uncategorized
In previous blog posts, I’ve said raise your price until 20 percent of your prospects say no. When you tell a client the cost of your services, and they say they can’t afford it, you want to find out if it’s really a matter of them not being able to afford it, or if...
