Throughout my career I have often found myself creating proposals for prospects who were not the sole decision maker. In many cases internal stakeholders like HR, Accounting or Operations had a say. When that was the case, I had trouble winning the business. After one such disappointment I sat down with the prospect, a woman […]

Winning a prospect over to your way of thinking can make the difference between earning their business or not. The question is, how to do it without telling them they’re wrong and sending them running. Early in my career I came across a principle that helps me through these difficult situations. Years ago, I met […]

If you want more of your clients to hire you for your higher level, premium service offerings, I suggest using a powerful pricing tactic called the Decoy Effect. Let me show you how it works by walking you through how a client of mine used it. When I first met Dustin, a copywriter, he offered […]

Offering your prospects options can help you win business—but only if you know the right way to do it. A great example of the difference between the wrong way and the right way to offer choice comes from a graphic designer friend of mine named Bridget. Bridget, who was new to freelancing, got introduced to […]

Every time you get the chance to present to a good prospect, you have the opportunity to develop a new client relationship. So it matters how good a presenter you are. In fact it matters a lot. Because if you could double the number of people who say yes to your presentation, you could double […]