Breaking Down Your Business | Small Business | Business Owners | Entrepreneurship | Leadership
Brad Farris & Jill Salzman tackle the most complex small business questions of our day. "Why can't I hire competent employees?" "How do I make more money without driving myself nuts?" "How can I take over the world". They’ll get to the bottom of these mysteries with help from entrepreneurial geniuses, product pushers, brilliant branders and a ragtag team of moguls intent on magnifying profit. The soothsayers of success have arrived, and you don’t want to miss the priceless insights of these prophets of profit. All wrapped up in 60 mins of 41% mediocre business advice and 54% tomfoolery. It's the ultimate business owner podcast, and self-proclaimed the most entertaining business podcast in the world.
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Stop Doing "the thing"!
05/03/2022
Stop Doing "the thing"!
There's a "thing" that you are good at, likely better at than anyone else in your agency, and the more you do that "thing" the more you are holding back the growth of your agency. Your job is no longer "doing the thing" -- as the leader of your growing agency your job is to build the system in which "the thing" gets done. If you have to do it, your growth is stalled!
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Black. Mom. Entrepreneur.
06/16/2020
Black. Mom. Entrepreneur.
What’s In This Episode: It's a wild time in our lives. Jill decides to find out what it's like for and who have unique experiences as Black mom entrepreneurs trying to continue running their businesses and manage their kids' emotional roller coaster rides all while attempting to take care of themselves. Get Jill's tip top tool of the week, very honest revelations about allll the feelings rn (anger? exhaustion? hope?) and and ways that you can cope with the apocalypse that has hit us all. Jill Salzman is currently growing her third entrepreneurial venture, The Founding Moms, the #1 platform for mom entrepreneurs to build better businesses. She’s the author of and the best-seller, . Jill gave her own on 11/11/11, was dubbed a “mommy mogul” by , a “Cool Mom Entrepreneur We Love” by , and was recently named one of the as well as a Top 100 Champion Small Business Influencer after Forbes’ named The Founding Moms one of the Top 10 Websites For Entrepreneurs. She’s with Richard Branson, Sheryl Sandberg, Daymond John, Marilu Henner, and Desmond Tutu and she regularly appears on ABC7’s Windy City Live TV show. In her spare time, Jill enjoys kloofing, baking, and erasing her daughters’ crayon artwork from the kitchen walls.
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The Paul Rudd Story
06/09/2020
The Paul Rudd Story
What’s In This Episode: Jill Salzman lets you in on a little secret. (Spoiler alert: it's the best way to grow your business, mom entrepreneurs.) She shares a surprising story never heard anywhere else about famed actor Paul Rudd that highlights why she's shouting. Get her tip top tool of the week, her foray into TV show stardom, and the ridiculous experiment that can help you grow your business. Jill Salzman is currently growing her third entrepreneurial venture, The Founding Moms, the #1 platform for mom entrepreneurs to build better businesses. She’s the author of and the best-seller, . Jill gave her own on 11/11/11, was dubbed a “mommy mogul” by , a “Cool Mom Entrepreneur We Love” by , and was recently named one of the as well as a Top 100 Champion Small Business Influencer after Forbes’ named The Founding Moms one of the Top 10 Websites For Entrepreneurs. She’s with Richard Branson, Sheryl Sandberg, Daymond John, Marilu Henner, and Desmond Tutu and she regularly appears on ABC7’s Windy City Live TV show. In her spare time, Jill enjoys kloofing, baking, and erasing her daughters’ crayon artwork from the kitchen walls.
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Until we meet again...
06/02/2020
Until we meet again...
What’s In This Episode: Brad: Welcome to breaking down your business, episode 365. You can find the show notes of this episode of breakingdownyourbusiness.com/365. Jill: It's us again. Oh my gosh, 365 episodes. Brad: It's like a whole year. People don't spend a whole year with us. Jill: Look at you, good at math. Brad: I did that in my head. Jill: Yeah. Brad: Not even a calculator. Jill: Unbelievable. Thank you to everybody who has stayed with us for fricking 365 episodes.
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What does it mean to re-open my business?
05/26/2020
What does it mean to re-open my business?
What’s In This Episode: Brad: Welcome to breaking down your business episode 364. [crosstalk 00:00:10]. Jill: Hello. It's still up. Brad: You can find the show notes for this episode of breaking down your business.com/ Jill: I don't know, but you just said episood. I don't know. Brad: 364. Jill: It's like you still can't pronounce. We're 364 episodes then he's going to learn to speak English one day. Brad: I don't know why you think that. Jill: I don't know cause it helps with running a business. Brad: I'm 53 years old. I am not going to learn something. [crosstalk 00:00:36] Pronunciation things. Jill: I see, you're not going to learn words.
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I'm not shouting this is how we all talk now.
05/19/2020
I'm not shouting this is how we all talk now.
What’s In This Episode: Brad: Welcome to Breaking Down Your Business, episode 363. You can find the show notes for this episode on breakingdownyourbusiness.com/363. Brad: Hey there, Jill. Jill, you're on mute. The button on the lower left, the one that looks like a mike- Jill: Hello. Brad: There you go. There you go. Jill: Hello. Brad: There you go. Jill: Can you hear me? Brad: I can hear you now. Yeah. Jill: Oh my gosh. What is going on with technolgy? Brad: Is this the way we start every meeting now, six times a day I have this conversation.
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How are we staying sane?
05/12/2020
How are we staying sane?
What’s In This Episode: Brad: Welcome to Breaking Down Your Business episode 362. [crosstalk 00:00:03] You can find [inaudible 00:00:04] of this episode at breakingdownyourbusiness.com/362. Jill: That was me imitating you, but it didn't work. Brad: Hi Jill. Jill: Hi Brad. Brad: I'm Brad from Anchor Advisors. Jill: I am Jill from the Founding Moms and we still managed to talk over each other even [crosstalk 00:00:26] in the same studio. Brad: I am losing my cotton picking mind. Jill: Well, congratulations. It was gone a long time ago, you're just finally noticing.
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Making a plan for 2020 (Again)
05/05/2020
Making a plan for 2020 (Again)
What’s In This Episode: Brad: Welcome to Breaking Down your Business episode 361. Jill: We're still here. Welcome back. Brad: You can check the show notes of this episode on breakingdownyourbusiness.com/361. Jill: 361, that's a lot of episodes. Brad: I am Brad Farris from Anchor Advisors. Jill: You are not. I'm Jill Salzman from The Founding Moms. See how I just cut you off right there? Did you like that? Brad: Yeah. Yeah. It's good. Jill: I'm ready for a fight today. Let's do it. Brad: It's that banter, that back and forth. Jill: Bant over because we talk over each other. Bant over. Brad: Our sharp repartee. Jill: Okay, sure. Yeah. I didn't mean to comment on the pronunciation. It's fine. Do you speak French? Brad: No, no. Absolutely not. Jill: Yeah, no, that was clear. That was rhetorical.
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Top 5 numbers to track
04/28/2020
Top 5 numbers to track
What’s In This Episode: Brad: If you're sick and tired, and every time you think about your business it makes you go aah, that is a poor indicator of your business health. Brad: Welcome to Breaking Down Your Business, episode 357. Jill: No, no, no, no. No, no. No. Brad: You can find the show notes to this episode at breakingdownyourbusiness.com/357, beep, boop, bop, beep. Jill: What's happened to you? Don't make me shout it. Nobody's going to know who we are. Oh, gross. Brad: Jill. It's April. We're talking about numbers. So I thought that- Jill: So, that immediately means robot voice. Brad: Yes, exactly. Robot voice for the numbers. Jill: Of course. Totally makes sense.
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How can we sell right now?
04/21/2020
How can we sell right now?
What’s In This Episode: Brad: Welcome to Breaking Down Your Business episode [inaudible 00:00:04] and we're back. You can find the show notes for this episode at breakingdownyourbusiness.com/359. Jill: Yes. Brad: I am Brad Farris from Anchor Advisors. Jill: You're so shouty today. I'm Jill from the Founding Moms. Brad: I'm always shouty, Jill. Jill: Are you though? Brad: I am. Jill: I didn't know if it'd be different. I didn't know if it'd be different. Brad: Today we're going to talk about how to sell during a pandemic.
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Flying blind? At least you have your dashboard! | w/ Nathan Hirsch
04/14/2020
Flying blind? At least you have your dashboard! | w/ Nathan Hirsch
What’s In This Episode: Brad: Welcome to Breaking Down Your Business! Jill: There he is! Brad: Episode 358. Jill: So exciting! Brad: You can find the show notes of this episode of BreakingDownYourBusiness.com/358. Jill: All the numbers correct in the numbers episode. Brad: Yes! We're talking about numbers for the month of April.
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Welcome to the new normal?
04/07/2020
Welcome to the new normal?
What’s In This Episode: Brad: Welcome to episode 357 of Breaking Down Your Business. Jill: Hello everybody. Brad: There's Jill. Jill: Hey. I- Brad: I'm Brad. Jill: ... Already miss you, Brad. I'm Jill and you're Brad. Brad: It's true. Jill: And it's really, really difficult to do this right now. Do you want to tell the people why? Brad: Well, so the last couple of episodes were recorded before the coronavirus overtook the United States. And so they were recorded in the studio at the beginning of March and we wanted to rush back into the studio and do like a coronavirus update for you. But- Jill: We couldn't. Brad: ... that didn't work out. Jill: It did not. Brad: Because Jill has been struck with the coronavirus.
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How to find your service-market fit
03/31/2020
How to find your service-market fit
What’s In This Episode: Brad: I think a lot of people spend time with that sort of good fit. And they just think that's what business is, it's hard, you have to go out and scratch and claw and dig things up. And they're trying lots of things but nothing's really sticking. Jill: Yep, yep. Brad: And so I just don't want people to live in that territory for a long time. Brad: Welcome to Breaking Down Your Business, episode 356. You can find some of the show notes for this episode at breakindownyourbusiness.com/356.
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Partnerships for Lead Gen
03/24/2020
Partnerships for Lead Gen
What’s In This Episode: Jill: In my industry there are a lot of assumptions and stereotypes like moms love to drink wine. I'll tell you right now, this mom does not. Brad: Welcome to Breaking Down Your Business episode 354, no, 355. It's 355. Jill: You can't read numbers now. Brad: No, I just can't remember numbers. Jill: This is fun. This is a good start Brad. Brad: If you want the show notes for this episode, go to breakingdownyourbusiness.com/355. Jill: I can't believe he's checking his notes for two numbers. Unreal, unreal.
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Networking in an online world
03/17/2020
Networking in an online world
What’s In This Episode: Jill: When you talk about online networking, it sounds like we're relieving you of actual traditional face-to-face networking, which I think there's almost nothing more important. Brad: Welcome to Breaking Down Your Business, episode 354. Jill: You are welcome. Brad: Welcome. You can find the show notes for this episode at breakingdownyourbusiness.com/354. Jill: Well you're welcome. Welcome, Brad. Brad: Top of the morning to you, Jill. Jill: Oh dear God, this is Brad from Anchor Advisors. Brad: Okay, we don't need a British accent. It's St. Patrick's Day. Jill: Oh it is? Brad: So we need an Irish accent.
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Paid Traffic vs. "Free" | w/ Alyssa Westring
03/10/2020
Paid Traffic vs. "Free" | w/ Alyssa Westring
What’s In This Episode: Brad: Welcome to Breaking Down Your Business, episode 352. You can find the show notes for this episode at breakingdownyourbusiness.com/352. Jill: I haven't complained about the volume in a long time. Brad: But when you do complain and then I do it softly, you complain about that too. Jill: Yes. Brad: So there's just no way to make you happy. Jill: That's correct.
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Keeping your "hook" in the water
03/03/2020
Keeping your "hook" in the water
What’s In This Episode: Brad: I'm a big fan of podcasting. Jill: Same. Brad: I think podcasting is a great way to demonstrate expertise. Jill: Agreed. Brad: However, it is a long tail process. Welcome to Breaking Down Your Business, episode 352. You can find the show notes for this episode of breakingdownyourbusiness.com/352. Jill: So glad [inaudible 00:00:28]. Brad: That exciting, thrilling energy field voice, that's Jill from the Founding Moms doing her Ethel impression. Jill: I don't know why I wanted to look like this. This is Brad from Anchor Advisors. If you've never listened to the show, I don't actually sound like this.
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Don't chicken out! Be Bold!
02/25/2020
Don't chicken out! Be Bold!
What’s In This Episode: Jill: If you want to play to my heartstrings, like every good story, like every good book or movie, I need you to move me emotionally. Brad: Welcome to Breaking Down Your Business, episode 351. You can find the show notes for this episode at breakingdownyourbusiness.com/351. Jill: 351. Brad: When you go there, you might notice that we have a fresh coat of paint. Jill: We do. New website, re-hauled, overhauled- Brad: Nobody cares. Nobody cares. Jill: ... over-site, over-web, website overhaul. We do. Brad: That word salad there, that's Jill from The Founding Moms. Jill: It is, and I believe we're listening to Brad from Anchor Advisors.
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Your customer is on a journey -- how can you join them? w/ Priscilla McKinney
02/18/2020
Your customer is on a journey -- how can you join them? w/ Priscilla McKinney
What’s In This Episode: Brad: I think a lot of people know things. There's a difference between knowing something and being able to articulate it in a way that someone else will understand. Brad: Welcome to Breaking Down Your Business Episode 350. You can find the show notes and stuff at BreakingDownYourBusiness.com/350. Jill: I'm so proud of you. You pronounced everything correctly. Well, then you just hit your hand on the computer. Brad: I am my solved wacked today. Jill: Hey, everybody! Brad: So I am Brad from Anchor Advisors. Jill: And I am Jill from the Founding Moms. Brad: Are you? Jill: Well, I'm also from the Breaking Down Your Business platform. Brad: That's true.
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The importance of being specific.
02/11/2020
The importance of being specific.
Brad Farris: When you're aiming at the center of the target, how often do you hit the center of the target? Jill Salzman: Every single time. Brad Farris: You do? That's amazing. Jill Salzman: Sure, yeah. Brad Farris: I think you lie. Welcome to Breaking Down Your Business, episode 349. Jill Salzman: Good [inaudible 00:00:14]. Brad Farris: You can find the show notes from this episode at breakingdownyourbusiness.com/349 Jill Salzman: You'd think I've done this before. Brad Farris: ... slash three, four, nine. Jill Salzman: 349 episodes. Can't ever get used to that. Brad Farris: I just want to point something out to you, Jill, that might not have occurred to you. Jill Salzman: Probably hasn't. Brad Farris: No one else gets scared, because they pushed play. They know what's coming.
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So what? Who cares? No one cares about your business.
02/04/2020
So what? Who cares? No one cares about your business.
Brad: Especially for those of you that are struggling to get leads, that there's not enough people who are calling you up looking for your business or filling out the form on your website or whatever it is. If you can get this right, you can get people to call you up. Brad: Welcome to Breaking Down Your Business, episode 348 [crosstalk 00:00:18] Jill: Welcome, welcome, welcome. Brad: You can find the show notes for this episode on breakingdownyourbusiness.com/348. Jill: 348. Brad: 348. Jill: 348. Brad: 348. Jill: 348. Brad: I'm Brad for Anchor Advisors. Jill: I'm Jill from the Founding Moms. Brad: This month, we're talking about the messages and promises that you make to your prospects. We don't want to hear any more mealy mouth claims, anymore, "I'm going to make your business better. You're going to be happier, blah, blah crap." So we've got some tough love for you this month. You ready, Jill? Jill: Are we talking directly to LinkedIn spammers? Brad: I wasn't, but what do you... Tell me about that LinkedIn spammers. [crosstalk 00:01:00] Jill: The way you just described it all was basically the message I just got right before we started talking.
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How to get the most from your mastermind group
01/28/2020
How to get the most from your mastermind group
Jill: Some people do show up to Mastermind wanting to show off how far they've come, how much money they've made, and feel better by putting everyone else down. Brad: Yep. Brad: Welcome to breaking down your business, episode 347. Jill: Welcome, back. Brad: You can find the show notes for this episode, which is a transcript now, at breaking down your business.com/347. Jill: [inaudible 00:00:21] seven. Brad: [inaudible 00:00:24] Brad: I have no idea. Jill: Somebody figure it out and let us know... Brad: Jill, we're talking about accountability this month. Jill: Yes we are. Brad: We all need someone who's excited when we succeed, disappointed when we fail... Jill: Okay. Brad: Who is that for you? Jill: I want to say it's you, Brad.
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Whats a mastermind and how does it work?
01/21/2020
Whats a mastermind and how does it work?
Brad: There are definitely days when I lose a deal and I'm like, I'm never going to work again. No one's ever going to hire me. I just don't need someone to say, "Fred, you had three bad deals in a row." Brad: Welcome to Breaking Down Your Business episode 346. Jill: It really does scare me every time. Every time. Brad: You can find the show notes for this episode at BreakingDownYourBusiness.com/346. Jill: 346. That's a lot of episodes. Brad: I'm Brad from Anchor Advisors. Jill: I'm Jill from The Founding Moms. Brad: Jill, what are we talking about today? Jill: I don't know, but I'm feeling very military today. I don't know why. Brad: This month we've been talking about accountability.
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How to keep focus on your goals all year long
01/14/2020
How to keep focus on your goals all year long
Brad: Welcome to breaking down your business, episode 345! Can you find the show notes? It's up to breakingdownyourbusiness.com/345. What are you scared of, Jill? Jill: I'm scared to tell you how excited I am because I bumped into a celebrity this week. Brad: Who? What? Jill: I locked eyes with him and yeah, I think we got married in like one glance. Brad: You got married?
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The "Internet MBA Challenge"
01/07/2020
The "Internet MBA Challenge"
Jill: I like to put myself in my customer and client's shoes- Brad: Exactly. Jill: ...in the way of, "What would I be interested in reading? Oh wait, something really short." Brad: Right. Brad: Welcome to Breaking Down Your Business episode 344. Jill: Brad, we're talking to you. Brad: It's a new year. Jill: Is this a new year, new you? Brad: It's a new me, yes. Jill: [crosstalk 00:00:19] Already. Brad: You can find something if you go to breakingdownyourbusiness.com/344. There's something there. Jill: 344? Happy New Year. Brad: To you too.
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Making bigger promises, so you can charge more, and close more deals.
12/31/2019
Making bigger promises, so you can charge more, and close more deals.
Brad: If you're not scared, like if you're not making a promise that makes you go "Jeez! Can I say that?" You're probably not making a big enough promise. Welcome to Breaking Down Your Business Episode 343. Jill: Yes it is. Brad: [crosstalk 00:00:15]. Brad: I'm [Brad 00:00:18] from Anchor Advisors. Jill: I'm [Jill 00:00:21] from the Founding Moms. Brad: How's the eggnog going? Jill: It's delightful and delicious. Brad: Do you want some? Do you have some left over for tonight? Jill: We'll see. We'll see. I don't know. I don't know. It's delicious. It's delicious. Are you going out tonight? Brad: No. Jill: Partying? Brad: Amateur hour. Jill: What? But it's going to be a whole new year in like a couple of hours. Brad: It is, yeah. And I'll be asleep. Jill: All right. Brad: Because I'm... Whatever.
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Should I charge by the hour, or by the project?
12/24/2019
Should I charge by the hour, or by the project?
Brad: One of the things that I think is a difference between charging by the hour and charging by the project is that, when we charge by the project, we're charging for a result. Brad: (singing) Brad: Welcome to Episode 342 of Breaking Down Your Business. Jill: Woo. Brad: You can find the show notes for this episode at breakingdownyourbusiness.com/342. Jill: We're going on tour, I think. The voice is hurting me a lot right now. This is Bruce, another Bruce, and we're happy to be here. Brad: I'm Bruce from Anchor Advisors. Jill: I just was going to say we're happy to hear ourselves. That's so embarrassing. I'm Jill from The Founding Moms.
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How do I go about raising prices for my services?
12/17/2019
How do I go about raising prices for my services?
Hi, we are trying something new this week. We are including whole transcription in the show notes. This time we used machine transcription and it got a little messy. Next time we will do better. Enjoy! Brad: 00:26 I'm Brad from anchor advisors. Jill from the founding moms. And today we're talking about how do you go about raising prices for your services. We've been talking about raising prices in general. Yeah. And today we're going to get into the nitty gritty. That doesn't sound fun, but before we do that, Joe. Okay. All right. Let's just put ourselves in a frame of mind here. Let's, let's get into a mood. So let's say that you're sitting down with a client, Hey, is this a romantic mood? Let's do you have romantic modes with your yes. Mood. We're getting home to, we're getting into the mood raising prices. Oh, got it. So you're seeing that with a client and you're about to tell them that this thing that you've been doing for them for like $4,000 now it's going to cost them $5,000 okay. How are you feeling? Jill: 01:13 What's going on inside you? I should tell you, you didn't raise your prices enough, but you, you mean me? The client? No, I mean you the, if you're, if you're, I'm the one member, this news to the client. Oh, extremely fearful. Fearful, extremely fearful that they'll say so what kind of Iran? Oh, so you think they're just going to drop you like a hot potato? Yeah, of course. That's, that's the reality of my mind. That's not the reality of the [inaudible]. So, so your expectation, the thing that's most likely to happen in your mind is they're going to fire me. Something bad will happen. Something bad. There'll be upset at least. Yes. Yeah. Interesting. And so, so when you're feeling that way, what did you think? I was going to say? I'm just listening. I'm trying to be with you here. Okay. So when you're feeling that way, how confident do you think you come across?
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How to know you're priced too high
12/10/2019
How to know you're priced too high
What’s In This Episode: We told you to always raise your prices last week... but how high is TOO high? "Which is the bigger risk? That your prices are too high or that they're too low?" - Brad What someone says about your pricing has nothing to do with whether your prices are too high or too low. And if no one's complaining - you're priced too low. Pricing is based on two things: how much value you can establish in the customer's mind. Some people will say no. That's okay. Why waste your time trying to explain the value to them? Accept that you're not the right fit and move on. the confidence you have in the price you're offering. "There's always going to be someone complaining about your pricing." - Jill Jill thinks that that confidence depends on what you're selling and that it's different for product- and service-based businesses. And that there's a fine line between confidence and arrogance. But overall, you need to know that what you're offering is worth many times what the value is. People want to know that you're going to make a big difference in their life if you're asking for a larger amount. And something will shift in your brain when you get a yes to a higher price. Jill and Brad discuss putting yourself out there with confidence, and what to do if your clients can't afford the higher prices (good news: there are reasonable options!). What do you think? How high is too high?
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Why you need to ALWAYS be raising prices
12/03/2019
Why you need to ALWAYS be raising prices
Ready to raise your prices in 2020? Jill and Brad will tell you how. "Higher-paying clients value what you do more." - Brad Brad is a firm believer in raising your prices, and he thinks you should be charging a little more as often as you can. The increase doesn't have to be anything crazy, but each time you price yourself, you know a little more than you used to. Raising your prices allows you to give your team raises or hire extra help in the coming year if you need it. "You should all say no more often... you never know." - Jill Jill voices the concern of many business owners: what if they try to raise their prices, and it doesn't work? That's a risk you take, but it's better than the alternative... that you get priced out of your business while others don't. But it's critically important that when you raise your prices, you're clear about why. The worst thing that can happen is that they say no, but they may come back in the future, or they may find your value appealing and be able to come up with your asking price. Jill, Brad, and Saul then talk about timing, an inside look at their pricing processes, and how you tell your clients that prices are going up. Ready to raise your prices?
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