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...
by John Patrick | Knowledge Exchange, Uncategorized
Do you ever feel like you’re up to your neck as a sales professional, business owner or business executive? Consumers demand more, suppliers demand more, employees and colleagues demand more. So does the spouse, the kids, the dog, the cat and the gerbil. Taken...
by Mark Katz | Knowledge Exchange
The most important conversation you can have is the autopsy of the clients you didn’t get. We all like talking to the clients that love us, but it’s the client that you didn’t get that will give you the most valuable information about what’s missing. And they’re very...
by Sandi Burnside | Knowledge Exchange, Marketing
Marketing is a tricky word to define. Ask ten people what they think marketing is, and you’ll likely get ten completely different answers – yet each of those answers are technically correct! Imagine standing in the front of the workshop you are teaching, and asking...
by John Patrick | Business Strategy, Knowledge Exchange
Everything about you feels that the prospect has a need for your product or service, and you are convinced it truly is the best thing for them. You’re feeling confident and you begin to think of them in terms of being a customer, client or patient. Then, out of...
