CRACKING THE BILLABLE HOURS CEILING

Written by C.J. Hayden, MCC


Continued from page 1
equipment. 4. Write a white paper, workbook, or booklet. Short publications like these are easily within your reach, even if you don't consider yourself a writer. A simple 20-page booklet might have as few as 4000 words in it. If you've written four articles to promote your business, you've probably already written this much. These are perfect formats for e-books, which cost you nothing to print. 5. Author a book. This might seem an impossible task, but if you write one page a day, five days a week, atrepparttar end of a year you'll have a full-length book. If writing isn't your strong point, find an editor, ghost writer, or even a co-author who hasrepparttar 105292 skills you lack. You don't have to wait until your book is finished to start selling excerpts as articles and white papers. 6. Market other people's products. If you don't yet have your own product, don't let it stop you. You can begin earning passive income by selling other people's books and tapes, becoming a re-seller for software or assessment tools, licensing someone else's process, or joining affiliate programs. Any of these products can be marketed in conversations with prospects and clients, in your standard marketing kit, in mailings or newsletters, on your outgoing voice mail message, and on your web site. If you've been counting on hourly fees for your entire income, you may be surprised atrepparttar 105293 impact developing your intellectual property will have. It will add not only to your revenue, but also your professional credibility. And in poor economic times, you will find that prospects who hesitate to pay for personal service will still purchase classes and information products. C.J. Hayden, MCC

C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at www.getclientsnow.com


UNDERSTANDING THE CORPORATE BUYER

Written by C.J. Hayden, MCC


Continued from page 1
A supervisor must justify choices to a manager,repparttar manager to an executive,repparttar 105290 executive torepparttar 105291 CEO,repparttar 105292 CEO torepparttar 105293 board,repparttar 105294 board torepparttar 105295 shareholders. Each one of these people wants to look good torepparttar 105296 next link uprepparttar 105297 chain, and dreads making a public mistake. If you want your sale to go through, you need to provide your contact with EVIDENCE why you and your solution arerepparttar 105298 best choice. 4. The bottom line rules. When you provide your evidence, it had better include dollars and cents. If you are more expensive than your competition, what added value will you provide? If hiring you will cost more than solvingrepparttar 105299 company's problem in some other way, what tangible benefits will they receive that makerepparttar 105300 added expense worthwhile? Individuals and small businesses buy services inrepparttar 105301 category of nice-to-have, often to improve their quality of life or that of their employees. Corporations, especially in lean times, don't. You must sell them something they actually NEED and prove how it will enhance their bottom line. Real-life examples of results at other companies can speak volumes. Illustrations with charts and graphs are more convincing than any brochure. 5. No budget; no project. Even whenrepparttar 105302 company needs what you have and thinks you'rerepparttar 105303 best one forrepparttar 105304 job,repparttar 105305 deal won't go through if there's no money inrepparttar 105306 budget. You can ask your contact to try for a budget variance, but no budget usually means your project will be deferred untilrepparttar 105307 next fiscal year. Always ask ifrepparttar 105308 client has a budget atrepparttar 105309 first meeting. Don't necessarily expect them to tell you how much it is -- price negotiations will come later. But if your contact can't answer budget questions, it's also a strong clue you are not talking torepparttar 105310 decision-maker. C.J. Hayden, MCC

C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at www.getclientsnow.com


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