Make sure you’re getting paid what you’re worth.
I don’t like to negotiate for my services. It’s uncomfortable, because I know the pricing and terms for my referral system are fair. When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training. It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction. Everyone loses.
I used to be hesitant about quoting price (their investment), even though making the ROI case was easy. Let’s face it. Every client wants to get the best price. Negotiation strategies are part of their job. I’m no longer hesitant, because I know (and
