Sales
Know Your Worth—AND Your Value
Devising a pricing strategy? Let’s go back to class. Math and psychology, specifically. Create a formula Designer and craftswoman Megan Auman uses a formula to determine the minimum to charge: Materials + time/labor + expenses + profit (The... ➡
Are You Listening to Prospective Customers?
Here's my sales tip rant for the day: Respond to your sales prospects in the way they've requested. If they ask for more information, email it. If they ask for a reference, send it. If they say, "Please email me, don't call me," don't call! It’s... ➡
Get Your Pipeline in Order
Today’s advice pertains to service, advice and project-based businesses. Sales has little to do with what a smooth-talker you are. It’s a numbers game. Start by learning the language of sales, starting with pipeline. In its simplest form, a... ➡
Cash When You Need It: Upselling
As you sit at your computer, scratching your head, wondering where the next sale will come from, consider your existing clients. They're already buying from you, and if they've had a good experience, they'll likely buy again. Upselling is the act... ➡
