Posts Tagged ‘Tool Kit’

You submit a proposal to a client, but then you can’t get the prospect to call you back, much less buy.

Posted On October 10th, 2009

Root Cause: Chances are you didn’t qualify the prospect well enough, AND you made the mistake of using the proposal to close the sale instead of using it ONLY as a way to solidify on paper what you’ve already discussed and agreed to in person.

A lot of people request proposals as a nice way of saying, “I’m not interested.” They feel guilty saying that to your face, so they ask for a proposal instead. Once you’ve submitted it, they tell you the price was too high, they changed their minds, it’s not the right time, or they never return your calls. You should NEVER use a proposal to close a sale (the only exception is when selling to government agencies, which have a slightly different system for choosing vendors). A proposal should simply be a written agreement of the terms, pricing, and procedures you’ve already agreed to in person. It should be a small step towards you starting a project for a client. If you are struggling with this symptom, I suggest you re-listen to and start using the 10 questions I’ve created in the Speed Selling CD and workbook included in the Tool Kit. I can guarantee you will feel uncomfortable asking them at first, but once you overcome your fear, you’ll find it stops the tire kickers from wasting your time. Read full article and comment →

5 Ways To Raise Prices And Get More Money For The Services You Already Provide

Posted On October 1st, 2009

Here are 5 ways you can raise your prices and get paid MORE for the services you are already performing.

#1: Just raise ‘em. Pretty ingenious, huh? That’s why I get paid the big bucks. Just type up a simple letter explaining that on X date, your rates are going up. You don’t need to apologize or get a note from your mother. Just do it. The world will not come to an end and your clients will not gnash their teeth, scream, and cut themselves with rocks. In most cases, you will only get a mild response.

#2: Price increase alert with up-sell. In a letter or e-mail, you alert your clients that your rates are going up, but that they can save some money or lock in the current on-site rates if they sign up on a managed service agreement. Keep in mind there are several ways to announce a price increase while up-selling clients on to another service; this is only one example. You could also announce a price increase for on-site rates, but thanks to this new remote monitoring and support software, you can fix most problems remotely for the same rate they are used to paying. This would enable you to charge the same rate for remote repairs that you are charging for on-site services now, while increasing your on-site rates a few points.

Instead of locking in their current on site rates as the letter suggests, you could also offer to waive the set up fee for the managed services (yes, you have to have a set up fee in order to waive it. Creating a set up fee is a smart sales tactic that you should implement regardless of whether or not you increase your rates. It gives you bargaining power when selling managed services because you can “waive” it if they make a decision within a certain time frame). Read full article and comment →