Q23: How Do You Go from Free to Fee?

“How do you make a major change to your business, like charging where before it was free? What happens to the clients you already have?” Good Q. I think you might want to consider charging NEW clients from hereon in and not necessarily making it universal. i.e. all old clients like it for free and don’t like change, they got used to that and they are comfy with it. You don’t need to charge them unless you want to. I might do that if I were cross with them for taking the Mickey but honestly, that’s not a good abundant […]

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Q22: What’s the Right Price for My Stuff?

“You can’t charge that, it’s way too much!” I love questions about how to charge for stuff and about pricing. It’s so subjective, isn’t it? Much room for squidginess lies herein. A rich seam for me. I am an accountant and I know that even after having spent forty years with people and their money, I will NEVER understand how other people make their spending choices, or they mine. Let us consider how much you would pay for: A meal out? A handbag? A haircut? A holiday? A car? A house? A new kitchen? For every person who would pay […]

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Q21: What’s the Best Way to Discount?

Very much related to pitching is discounting, and I touched on how to do it there too. You discount, if you do it at all, for a reason. And you discount visibly. So potential clients know now and also in future what you charge and they can internalise that and when they return, if you don’t have a special on, they pay your going rate. Reasons to discount include (but are not limited to) helping your client make up their mind to buy at this price and to buy within your time frame. Usually now or, at the least, very […]

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Q19: Couldn’t I Just Help People for Free?

“Asking people for money is all a bit icky, and it would be much better all round if I could just help people for free.” Oh, I think this is my favourite one of yours so far! And I believe it comes from most of us having begun life in the world of work by having a job. There you don’t have to ask people for money. The unmentionable reason we are all there, toiling away at our workstations, is that we will be paid at the end of the week or month. We don’t ask for it, it is […]

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Q18: Why Do I Live in Endless Fear?

“The endless fear that any idea, no matter how noble and/or amazing, will never generate enough money to support me.” Endless fear just goes with the territory of self-employment. Until you adapt. Until it becomes your new normal. Until you no longer notice. Be brave, me hearty. You can do this. Avast! However, as you embrace those fears, I don’t want them to do internal damage, I want them to embolden you. I want you to bust through them and stand on them to tackle the next one. I am careful to point out here that this isn’t all there […]

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Q17: Will My Efforts Result in My Becoming a Bag Lady?

“The overwhelming ‘bag lady’ scenario that screeches into panoramic view whenever an idea that stretches me appears.” OK, let me see if I get this one. The overwhelming bag lady scenario only screeches into view with a stretchy idea, but not with easier ones? That is a form of delicious bonkersness, of course. Thank you! I have been prey myself to the bag lady thing, on occasion. We all are. So what I and my self-employed pals do is go into it, explore it, see what it would be like and what might happen. If you ended up in a […]

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Q16: Why Would Anyone Want to Buy My Stuff?

“Nobody will want to buy my artwork when there is so much choice out there.” Ooh, I’ve got another client talking to me along these same lines right now. My favourite stat in answer to this question, you’ll remember, is that there are about 7.5 billion people in the world. That’s a lot. And as a coach, I only need about 100 of those a year to make a cracking living in My Biz My Way. Yes, there’s a lot of art in the world, but there are a lot of business coaches too. And this is an entirely good […]

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Q15: How Can I Lessen the Feelings of Utter Chaos?

This is Question 15 from my book Your Biz Your Way: How Can I Lessen the Feelings of Utter Chaos? Towards the end of the summer term, a client of mine confessed to feeling “utterly chaotic”. Don’t all mothers feel like that at the end of term? Aren’t we all hanging on to get as much of our work done alongside all the other duties and responsibilities in our lives and businesses, especially if we know we are going to switch off for a couple of months to be with the kids? Chaotic doesn’t feel nice, I know. When I […]

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Q14: How Can I Step Up to a Bigger Game?

The full question #14 from my book Your Biz Your Way is “How Can I Step Up to a Bigger Game Without Feeling Exposed? What if exposure isn’t what it takes, just visibility? My client who offered this conundrum is on the cusp of playing bigger. She is a woman who has more than enough capacity for that. She has capacity in bucketfuls. Her capacity is full to overflowing. We all have this. We all have the capacity to be extraordinary if we choose. Her anxiety is around feeling exposed. This is just a re-frame opportunity. You need never do […]

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Q13: How Can Nice Girls Do Nasty Things?

Some of my clients’ problems are like buses. Three come along at once. And this question is a fabulous example of that. Three separate clients and colleagues (two teams led by women, and one by a man, so this isn’t a female thing, it’s a niceness thing) are grappling with matters arising from one “troublemaker” on staff. That person doesn’t even need to be causing orthodox trouble. But what they are doing is unsettling the team and using up inordinate amounts of everyone’s time and psychic energy while we all work out what to do about them. One of my […]

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