Richard Armstrong's "How to Make More Money by Writing Less"

I recently read a paper by copywriter Richard Armstrong titled, How to Make More Money by Writing Less. It’s thought provoking and I suggest you read it.

In the report, Armstrong mentions a potential client he didn’t want to take on. So, he jacked up the price tag ... way up ... and told the guy he couldn’t possibly start the job for at least a month. The client said, “No problem.”

Armstrong was stunned and learned a valuable piece of information – if people believe you’re good and can solve their problem, they’ll dig deep into their pockets, if need be. Plus, telling a prospect that you’re booked a month or more in advance tends to prompt the thought, “Gee, if this guy’s booked that far in advance, he (or she) must be pretty darn good.”

This isn’t something to test when your project roster is dry as a bone in the Mojave Desert. But, if your busy and care to to test it out you might be surprised at the results. Nothing ventured, nothing gained.

As service providers, we sell intangibles. People buy our services based largely on their perception of us. That perception is created by word of mouth, press coverage we receive, papers and articles we write, awards we’ve won, our work for other clients and how we position and present ourselves.

What’s your clients’ and prospects’ perception of you and your business? This isn’t something for a gambled guess or what you think they think. It’s something you need to ask them about. Perhaps a client survey is in order. If you find the perception isn’t what you want, it’s time to start respinning your image and brand.