How to eliminate price pressure from people who don’t want to pay your fees

Real estate and financial advisors are under a lot of pressure to lower their fees for clients. The pressure is sometimes audibly heard from clients who blatantly ask: “Would you consider lowering your fee for me?“. And sometimes it’s not heard at all because the prospective client doesn’t bother using your service and decides to […]

Sales funnel strategy and the Ansoff Growth Matrix

The Ansoff Growth Matrix (sometimes called the “Product-Market Matrix”) is a tool that businesses can use to figure out how to position and marketing new and existing products in new and existing markets. For example, if you have an existing product but you want to enter a new market with it, you’ll need to adopt […]

Develop your core product or service — Part 2

In a previous post I talked about the importance of understanding the intersection between the needs of your market and your industry specialty. At that intersection was where your core offering would be. (Read the previous post here). In this post I want to talk about how to take that information and turn it into […]

Develop your core product or service – Part 1

For entrepreneurs who are just starting out, developing the core product or service is a critical early step in business planning. What should you sell? How should you position it? Who should you sell to? Knowing the answers to these questions can help you to generate more sales with an offering that is highly targeted […]