The Best Time to Increase Your Price

Members-only premium content Rainmaker Report Vol. 7 No. 26 - June 29, 2011  Follow Us  Like Us  LinkedIn  RSS               Complimentary Webinar: Become a Masterful Virtual Presenter In this age of technological distractions, catching and keeping someone's attention during presentations is more important than ever. Join us to learn: * The top 3 things webinar audiences expect * 5 "use it now" tips to increase engagement * The biggest mistake presenters make Register for this Complimentary Webinar From the RainToday Store How to Write and Market a White Paper Eguide Marketing and Sales Funnel Analysis Excel Tool Secrets to Asking Questions and Uncovering Needs for Business Development Marketing Strategy, Planning, and Budgeting for Professional Services   Rainmaking Conversations, Wall Street Journal Bestseller Rainmaking Conversations by Mike Schultz and John Doerr provides a proven system that will help you master the art of the sales conversation so you can close more deals, bring in more revenue, and be more successful. Buy the Book Inside This Issue - Articles Open Access until July 6, 2011   When Is It a Good Time to Increase Your Price? - By Mark Hunter  Whom the Gods Would Drive Mad They First Put in Charge of Mailing Lists - By Bruce Marcus  Terrible Sales Ideas We're Addicted To, Part 2 - By Dan Waldschmidt  How to Keep Wired and Dangerous Customers Happy - A RainToday Podcast with Chip Bell and John Patterson   How to Develop a Value Proposition That Sells - A RainToday Kit  Vote for RainToday's Best Content of the Week - RainToday's Readers' Choice Award  Upcoming Events: The Masterful Virtual Presenter: 9 Tips You Can't Live Without - A Citrix Webinar with Roger Courville, July 13 The Key to Building a Successful Referral-Based Practice - A RainToday Webinar with Paul McCord, July 14 View all upcoming events > To get access to all RainToday.com webinars and teleseminars, become a RainToday.com member. This Week on the RainMaker Blog: Kick These Sales and Marketing Practices to the Curb  Marketing Is Not an Event or the Idea of the Week >> Read all RainMaker Blog posts When Is It a Good Time to Increase Your Price? - By Mark Hunter Clients are bound to raise an eyebrow and possibly push back if you raise your price. But not raising your price in an effort to avoid such confrontation leads to loss of added revenue. Consider these market and value factors to determine the right time for a price increase, not when the client says it's the right time. Click here to continue. Get the Price You Deserve How to Get Clients to Pay a Premium Price for Your Services  Why Do You Charge So Much? Because I Can. Motivate With Value, Not Price Featured Research Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline In this report, you'll find the information and support you need to develop a winning roadmap for your lead generation success, including: Data from over 850 leaders of professional and technology services companies 246 pages of data and analysis on how to fill the pipeline with qualified leads Special appendix with industry results Expert analysis from RainToday and ITSMA 8 lead generation best practices of top performing companies Discover how you can implement the industry's best lead generation practices to grow your company. Download the Lead Generation Report Whom the Gods Would Drive Mad They First Put in Charge of Mailing Lists - By Bruce Marcus, Contributing Editor Mailing lists--whether they're for electronic mailings or direct mail letters--can drive a marketing professional mad. Fail to properly maintain your lists, and your email or direct mail marketing could be a huge failure. Fortunately, software can help you manage them. Before you install anything, make sure it has these essential features. Click here to continue. Start Building a Better Mailing List Your Best List Is Closer Than You Think  5 Rules for an Effective Direct Email Marketing Campaign Terrible Sales Ideas We're Addicted To, Part 2 - By Dan Waldschmidt Want to continue your sales overhaul? In part two of this two-part series, Dan Waldschmidt suggests replacing these bad sales ideas with his "edgy alternatives." Start by eliminating the "check in." Click here to continue. >> Read Part 1 of Terrible Sales Ideas We're Addicted To How to Keep Wired and Dangerous Customers Happy - A RainToday Podcast with Chip Bell and John Patterson Over the past few years a perfect storm of customer service has formed. Customers are given self-service features that frustrate them, they are demanding value in ways they've never done before, and they have incredible reach and power via social media. Buyers are "wired and dangerous," and professional services firms need to keep them satisfied. Listen as Chip Bell and John Patterson, authors of the new book Wired and Dangerous, discuss how B2B customers have changed and how firms should handle this "perfect storm." Click here to listen to the podcast. How to Develop a Value Proposition That Sells - A RainToday Kit One of the biggest problems professionals have is articulating the value of what they do, especially to prospects they've never met before. But with a little guidance and practice, you can develop a value proposition that not only communicates that value but gets prospects to sit up and pay attention. Download How to Develop a Value Proposition That Sells to get expert advice, tactics, and actionable worksheets designed specifically to help you create a winning value proposition that opens doors, wins new clients, and helps you achieve premium pricing. Click here to continue.  Vote for RainToday's Best Content of the Week - RainToday's Readers' Choice Award Each week RainToday publishes several items to help you sell and market your services. We give you tips, expert opinions, podcasts, and case studies--using our editorial guidelines and discretion. Now we'd like to hear from you. What content in today's Rainmaker Report is most helpful to you? Click here to read more and vote. Featured Guide Social Networking for Professional Services: How to Add Social Media to Your Networking Plan This comprehensive how-to guide includes: 4 mini-cases of professional services firms and how they are using social media  to provide you with ideas and inspiration  Overviews and examples of 11 social networking tools Step-by-step instructions and tips to get you started using each of the social networking tools Annotated examples and screenshots of professional service firms and individual profiles that exemplify best practices RainToday recommendations on which social media tools you should consider--with pros and cons of each Download the Guide               Publisher Mike Schultz mschultz@raintoday.com General Manager Erica Stritch estritch@raintoday.com Editor/Inquiries Michelle Davidson mdavidson@raintoday.com Advertising Info Reach an audience of consulting, technology, financial and other professional service providers from the world's largest firms to solo practitioners, and everything in-between. Visit us for contact information and a current media kit at: http://www.raintoday.com/mediakit.cfm   Copyright © 2011 RainToday.com. All Rights Reserved. You received this newsletter at this address: ignoble.experiment@arconati.us as part of your membership to RainToday.com or because you are subscribed to our newsletter. Get this from a friend? Sign yourself up! Forward to a friend See email online White list us Need to unsubscribe? Click here RainToday.com 600 Worcester Road, Suite 301 Framingham, MA 01702 508-405-0438 Contact us at www.RainToday.com All logos and names are the copyrights of their respective owners. We protect your privacy.   Published by RAIN Group, a sales training, sales assessment, and sales performance improvement company that helps leading organizations improve sales results.