For those that work with services only, you have to create a need for that person to act now. Those in real estate know, if owner is not motivated now and is just fishing for price, deal might not go. You have to make it go, either by using a new strategy or following up at a later date. There are some deals that do go even if there is not a lot of motivation, but because you were able to come up with a creative real estate strategy that peaked owners/buyers interest now and for him/her to act now.

For those in service businesses listening skills are a must. If you are not a good listener, learn to be. If you are constantly thinking only about what you are going to say about your product/service, you are missing out on what your customers needs are. The best way to think of your services or products is what are benefits for your customers. Make a list of them, know them well and then you'll be better able to listen to your customers.

There are many different ways to get new clients, repeat business and to stay focused.

Copyright DeFiore Enterprises 2001

There is a second type of price conscious client that is concerned with quality and type of service being provided to them. You may lose this type of client with a price increase, but you'll find that they will be very apologetic about it. These clients truly can not afford higher rates. They are usually a dream to work with, and I hate to lose them. In this situation, I will try a number of ways to keep them.

Your newer clients usually react in a more neutral manner to a rate increase. They haven't been with you long enough to get a true baseline on your fee structures. You stand a very good chance of keeping these clients if reasons for rate increase are explained to them and not just dropped on them.

I find that I lose about 5-6% of my clients when I raise my fees. Usually, I suffer no income loss because my higher rates absorb their loss. Remember, bottom line is you are selling your time, you must make most efficient and profitable use of it. If your rates stay around market level, you should have little or no trouble finding new clients.

Copyright 2000, DeFiore Enterprises.