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Old 14th March 2005, 03:53 PM   #1
Linda
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Default Marketing Smarter to Earn More

Here is a great "marketing tactics" article from Charlie Cook of Marketing For Success.

"A client's perception of value isn't based on how much they pay, but on whether their expectations will be met and the benefit they will receive. Don't get stuck on the dollars you charge per hour. Instead help prospects define the dollar benefit of your services."

Catch it @ http://www.smallbusinessbrief.com/ar...ng/000953.html

What successful marketing tactics have you used for your business? Please share them in our forum.

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Old 15th March 2005, 08:58 AM   #2
David Wallace
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Quote:
Don't Discount Your Services

Have you ever heard of a lawyer or carpenter offering a 20% discount on their hourly or daily rate? Every time you offer a discount or reduce your regular rates, you are sending a message to prospects that your services really aren't worth what you're asking.

Once your clients know that your prices are discounted or negotiable, you will always be fighting a battle to be the paid full price for your work. Never offer discounts; your clients will assume that they are expected to pay the asking price for your services.
This is oh so true! I provided a discount to one of my first customers back in 97 just to get the biz and from then on I always had trouble getting him to pay for things. he always wanted a discount. I eventually lost him to this as he found another sucker starting out to give him free or discounted services.

Now I am unashamed of our pricing and if someone wants to negotiate, they are told that this is not the swap market - you don't like the prices then hit the road.

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Old 17th March 2005, 03:05 PM   #3
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If give a discount, it is under distinct circumstances. I might give a % off to a client with a large project or something to that effect, but not on a regular basis. The reason is the same as you said, David. From then on, they try to talk you down on every little thing.

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