7 Steps to Create a Unique Selling Proposition
“Why should I hire you over all other options, including the option of doing nothing?” Answer with a Unique Selling
Continue reading >All posts in "Sales"
When a client asks why your fees are higher than other architects…
Turn the question around: ‘Are you after the cheapest architect or the best value from your architect, given that the
Continue reading >Simple 3 Step Method to Justify Your Design Fees
Do people question your design fees? This formula gives you 3 simple steps that show your value to potential clients.
Continue reading >‘People buy on emotion and justify with logic’
Struggling to communicate your value? Learn how to feel heard and appreciated by your clients.
Continue reading >‘This won’t work for me!’
Cathi was wrong. You CAN be paid to provide a valuable service even when others provide free advice.
Continue reading >The Four Gears of Persuasion
Do you sell sustainable design or any other type of service goes above and beyond?
Continue reading >Bad Hair Lady’s ‘Rules Of The Road’ (Part 2)
Before the contract, practice tough love. Get your client to sign your “Rules of the Road.”
Continue reading >Bad Hair Lady’s ‘Rules Of The Road’ (Part 1)
Do you bring out the contract and close the deal? Not yet. You're missing out on the part that will make YOUR life easier.
Continue reading >The Mysterious Case of The Disappearing Fee Objection
Are clients asking you to reduce your fees? Time to explain your value. Learn how to steer the conversation right.
Continue reading >Gain A New Perspective at the San Diego Marketing Workshop
Watch this video where Richard demonstrates how to handle objections and gain a new perspective.
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