Today, I talk about this question. I discuss different reasons why you might not want to give your price right away, as well as some reasons you might want to. I note the importance of making sure the question doesn’t come up until you’re ready to answer it, and I offer some ways to do this. I talk about the possibility of disarming with humor. I discuss the importance of keeping control in the sales process, and I make a distinction between handling and preempting the question.

In this episode, I look at why it's harder to sell your services instead of someone else's. I talk about the difference in standards we have when employed by someone else and when we are self-employed. I share some ways to help overcome the difficulty of selling your services. I also give an audience shout-out to Otiti Jasmine for her wonderful review.

Today, I discuss this strategy. I talk about how important it is to have a ready event where the people in your community can interact with you. I discuss why this interaction doesn’t need to be a teaching, pick-your-brain moment (although it can be), and why it doesn’t even have to be related to the service you offer. I also give a couple of examples to drive the point home, including one about a chiropractor starting a sports fan club.

Today, I talk about why you shouldn’t charge too little or too much and how to find the balance. I discuss why external practical shifts are the most important ones. I talk about the value of need in finding the motivation to earn more, and I discuss the effectiveness of hanging out with people who are playing a bigger game and letting their influence rub off on you.

Today, I talk about why you don’t need to keep your dud clients. I discuss the importance of the energy you and your clients give each other, and why, if you’re not getting much out of your meetings, they probably aren’t either. I discuss the difference between moving at the speed of the slowest and encouraging everyone to move at the speed of the leader. I also share a basic script that might come in handy when you’re figuring out how to let go of your dud clients.

Today, I talk about what you can do to improve your dud clients instead of dumping them. I talk about the value of working with the right people, and I share the three tiers of clients. I note that your relationship with your clients is a two-way relationship, and I note the importance of being prescriptive.

In this episode, I talk about the new CRM Program in my life called Dex, and why you should be using it as well. I explain why we need to be proactive and maintain our working relationships to keep our business afloat, and why we need to have tools that help us manage them. I tell you how I was introduced to Dex through my colleague Kathryn McGarvey. I also break down all the benefits of Dex and why it has made my life so much easier.

In this episode, Ruth Kudzi and I discuss the coaching crisis in the UK that is caused by an influx of coaching programs that simply promise to make money quickly, and the increase of skeptical clients. Ruth talks about the importance of shifting your client’s mindsets to improve the quality and integrity of your coaching program.  We discuss the ethics of selling and how to properly use, not abuse, these techniques, and when to say, “I cannot help you”.

In today's episode, I talk about launching new products and why you don't need to develop them over months. I explain how losing momentum can derail your product, and why some products only need a weekend to workshop. I show some of the benefits of building a short course that can be turned into an evergreen program. I also provide examples of successful workshops that I ran in a short-term period and explain why I decided to not grow them further.

Today I talk about why you should be yourself. I discuss the importance of packaging your intellectual property well, and why you need to make it yours. I talk about the value of repetition and of knowing whom you should listen to. Finally, I note that trying to please everybody never works anyway.

In today's episode, I discuss 3 types of constraints that I find are effective at helping meet your deadlines. I clarify why it's easier to hold yourself accountable in groups as opposed to self-imposed deadlines. I explain how heightening the consequences of missing a deadline through financial penalties can help you be more motivated to work on your project. I also provide examples of financial constraints others have used to meet their deadlines.

Today, I share a story that illustrates why a loss of clients isn’t necessarily a good reason not to raise your prices, and I note that you usually won’t lose as many clients as you’d expect. I emphasize that you don’t have to justify your prices to anyone, and I note that people who pay more tend to be better clients. I also introduce Michael Port’s five reasons you might want to raise your prices.

In this episode, I go way back to the dawn of time to share what I’ve learned from my first foray into self-employment. I illustrate my experience of living in a countryside boarding school and describe how I learned to juggle from my maths teacher. I explain how I began to make money out of busking as a juggler and discuss how I positioned myself to make people pay me more money.

Today, I show you how to structure a sales call. I distinguish between marketing and sales, and I note the value of upfrontly calling a sales call a sales call. I explain why a discovery call shouldn't last more than 15 to 20 minutes, and I explain how laying out the plan at the beginning of the call establishes your authority, leadership ability, and competence.

Today, I discuss why it’s important have the confidence to say no to exceptions. Why making accommodations becomes a distraction from you fulfilling your core business’ mission. I share insights and techniques from the book that every coach should read, and I debate why businesses have a tendency to negotiate. 

Today, I talk about why it’s crucial not to under-sell or under-price yourself. I offer an analogy involving my shopping trip in Tuscany, and I explain why pricing is one of the ways you can impact how you’re perceived by your prospects.

In this episode, I note the importance of just doing it. I talk about the need for a strong why, and I introduce the idea of adjusting your to-do list instead of trying and failing to adjust your behavior. I share the three questions you should be asking yourself about the items on your to-do list, and I offer two book recommendations to help you conquer procrastination.

In today’s episode, I share an alternative marketing strategy you can use to grow your coaching business without feeling like a pushy car salesman. I discuss how word-of-mouth marketing can impact your growth and increase your revenue and the value of creating a referral program to focus less on marketing, and more on delivering a great service.

Today, I talk about the value of discipline and consistency. I note that, if something has worked in the past, it’ll work in the future, and I posit that being bored and feeling done with a thing is no reason to quit it. I note that, instead of applying your consistency to trying new things when old things work, you should apply it to doubling down on the old things.

In this episode, I share the meaning of leverage and the things you can leverage. I note the importance of pursuing other people’s audiences, and I talk about the two different ways you can use referrals to your advantage. I note that, by forming a referral partnership with a competitor, you can make money when you send the clients who aren’t right for you their way. I talk about what it means to leverage other people’s efforts.

Today, I warn against the dangers of multitasking, using the analogy of texting and driving. I note all of the consequences, potential and real, of texting and driving, and I explain why they apply to any other type of multitasking. I also share how you can become a Book Yourself Solid® professional, and I offer a couple of success stories from our program.

Today, I talk about how you can work smarter, not harder. I note that, often, doing something the hard way raises the risk of failure. I explain why the path of least resistance is generally more fruitful than the complex path, illustrating my point with an analogy of a cake. I note that effort, on its own, counts for nothing, and I finally add that, the more times you repeat something, the less effort it takes.

Today, I offer some contrary advice: check your gut check. I share two of my biggest regrets in life, both of which were the results of thinking that, to follow my heart, I had to walk away from something I had worked hard to build. I note that there are always solutions that allow you to keep the good things about a situation while letting go of some of the bad.

Today, I talk about what confidence is and where it comes from. I offer you a challenge and I share an analogy to illustrate my point. I note that having academic knowledge of a thing isn’t the same thing as having the practical application of it, and I stress the importance of experience in confidence.

Today, I talk about why you need to answer this question even if you’re not perfectly confident about your decision. I warn against the danger of indecision, and I note that your answer is not a lifetime commitment. I point out that you can’t know how to run your business until you know your target market, and I share an analogy to make this fact obvious.