I’ve sold services for $100, $1,000, $10,000, and $100,000. Here’s what it takes to sell each one. 

If you’re giving someone a discount, you have to let them know you’re giving them a discount. Otherwise it’s worthless.

Even when people are making “business decisions” that are “best for the company,” they’re still doing so with their own personal interests in mind. 

In this interview, we dive deep into how I got started as a producer, my process for finding new clients, why I create content, behind the scenes of my book, and much more.

You won’t believe that your work isn’t for everyone until you work with clients who don’t respect your process. 

Tomorrow, this discount will be a little worse. Let me explain.

Taylor Swift’s desirability to her fans is a 10 out of 10. Meanwhile, her desire to win their business might be a 1.2 out of 10. It’s not that she doesn’t want their business, but she certainly doesn’t need it.

Tire-kickers get on calls, ask for quotes, try to have “brainstorm sessions,” or ask to grab a bite. But they don’t book us. On the other hand, when we encounter clients who have an immediate need, they’re all business.

Here’s the tagline: “Learn to turn potential clients into paying clients with discovery calls.”

If you’re on a sales call with a potential client about your services, and if you can share information about your process that helps an idea finally click for them, you’ll probably make that sale.

When try to automate outreach and client conversations, we end up with less impact. 

If you’re a reader of the blog, but haven’t gotten involved with the free stuff I offer, here are some links for you.

“Half the money I spend on advertising is wasted; the trouble is I don't know which half."

Smart brands aren’t looking for cheap. They’re loking for good.

As creative people, we see our client’s content and we imagine all the ways it could be better or more innovative. So we pitch these big ideas, full of possibility and risk, then wonder why these clients don’t hire us.

Sales don’t just happen. They are an alchemy of need, trust, value, clarity, visibility, and a call-to-action. 

A “productized service” is a bit of a buzzword these days, in large part due to a viral YouTube video about a graphic designer with a business called DesignJoy. But are they legit?

When you show openness, and put something on the table, people are more likely to respond in-kind.

Being nervous isn’t a sign that you’re wrong. It might just be a sign that you don’t have much experience yet.

I don’t just use these concepts in business negotiations, to make more money. I use them with friends and family.