Bernadette Doyle

Last week I got two emails from subscribers about the same topic. 

'I need to increase my prices but I'm nervous about telling clients.' The other said, 'I'm really struggling with charging my new fee having increased it for the first time in three years. Logically I know it's quite OK and well within the band of what others charge, but I feel so uncomfortable . . . I know I'm putting people off when they phone because I cringe internally when they ask how much I charge.'

The problem here is not an economic one, but a psychological one, so here's my rapid fire advice if you can relate to this situation.

Bernadette Doyle

One of the main principles of the Client Magnets approach is that it's easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with the built in resistance and or skepticism you encounter when the first contact is made via a cold call or unsolicited mailing.