Five Steps To Getting The Fees You Know You Deserve - What would happen...
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What would happen to your business if you could improve this process?
What affect would this change have on your bottom line?
How much faster do you think you could grow if you were able to put this in place?
What won't happen if you don't solve this problem at all?
The more you can position your services as a packaged solution that has an impact on the business, addresses aspirations as well as afflictions (pain), and presents how the future will be different for the client when they work with you, the less susceptible you will be to price competition. If you just uncover "pain" and present an easy-to-find commodity solution to that pain, you should be facing price competition.
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