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Jeffrey Hulten Great quote from a discussion on LinkedIn: "anyone who is shocked at the price in the beginning will be a slow payer in the end." http://www.linkedin.com/groupAnswers?viewQuestionAndAnswers=&gid=761567&... Thoughts?

101 weeks ago from Entrepreneurs

Lindsey Donner: What a wonderful, succinct way of describing a certain attitude I have encountered many, many times. Thanks for sharing.
101 weeks ago
Bradley O: Without access to the group its hard to know this context. However I think that their delaying in payment is more likely that either a) its a ...MoreWithout access to the group its hard to know this context. However I think that their delaying in payment is more likely that either a) its a personality thing or b) they don't really understand the value of your price.
100 weeks ago
Jeffrey Hulten: And I think that (b) is the takeaway here. If they do not understand the value of your service at the price they are paying they will likely be ...MoreAnd I think that (b) is the takeaway here. If they do not understand the value of your service at the price they are paying they will likely be passive aggressive about paying you. Customers with a good sense of value to price will negotiate before hand and pay promptly (YMMV). For all of us in (or going into) consulting services, do not lose sight of how the customer reacts to the plan. Weight the value of a customer (and if you even want to do business) early on.
100 weeks ago
kathleen fasanella: I also can't access the linked in discussion so I'm missing context. I deal with this issue daily but I don't have any problems because of it. I ...MoreI also can't access the linked in discussion so I'm missing context. I deal with this issue daily but I don't have any problems because of it. I get a deposit which weeds out a lot of people who aren't serious. If they don't want to pay, *no problem*! I tactfully remove the individual from their spot at the front of the line and say "Next". And personally, the shoe has been on the other foot if I'm getting into something I know nothing about. Sure, I was shocked at the cost of having my foundation fixed but I wasn't slow pay. Part of the process is doing a survey of the costs of comparable work and conducting due diligence. It doesn't necessarily follow that being shocked means you slow pay. One will come back after they've done their homework, compare value and either get it done or abdicate altogether.
99 weeks ago
Jeffrey Hulten: There is an interesting devaluation that seems to occur with non-tangible items, especially artistic in nature. No one thinks "Why is that so ...MoreThere is an interesting devaluation that seems to occur with non-tangible items, especially artistic in nature. No one thinks "Why is that so expensive? I could do that!" when they need their foundation fixed.
99 weeks ago
Lindsey Donner: Excellent points, Jeffrey. I run a small copywriting/design agency and both myself and our designer frequently say, "No one would ever try to ...MoreExcellent points, Jeffrey. I run a small copywriting/design agency and both myself and our designer frequently say, "No one would ever try to skimp or avoid payment for a plumber, exterminator, or even a Staples delivery; yet the crux of their marketing campaign's substance is somehow negotiable." It's frustrating, but I agree that a good lesson is to learn to evaluate your client - and their responses in the early stages.
99 weeks ago
Bradley O: I think that this trend is mostly due to the proliferation of services in our economies. There are many people who offer services which are ...MoreI think that this trend is mostly due to the proliferation of services in our economies. There are many people who offer services which are dubious at best.
Services like Lindsey mentioned are very easy to measure the output from. Does my sink work? Do I Still have bugs? Have I gotten my paper delivery?

However how can you measure SEO as an example? Does your services guarantee more sales? Or page views? or just a better ranking?

You have to show the customer the true value of what you are selling, then they are willing to pay. (Normally, there is always an jerk or two)
99 weeks ago
Lindsey Donner: ROI is a big issue, Bradley; I agree with you there. Which is why we try to provide examples and data. However, some creative work still has ...MoreROI is a big issue, Bradley; I agree with you there. Which is why we try to provide examples and data. However, some creative work still has intangible value; how, for example, do you measure "brand awareness"? Improving your business' appearance, feel and sound through the use of a creative agency doesn't always result in immediate returns. I am interested in how others deal with that!
99 weeks ago
Jeffrey Hulten: The key from my perspective is experimentation. When dealing in websites with consistent traffic levels and defined conversion goals this is ...MoreThe key from my perspective is experimentation. When dealing in websites with consistent traffic levels and defined conversion goals this is easier. If you do not have the traffic to generate real results, the best you can do is "it doesn't suck".

Here is an interesting article on the basics of stats in split testing. Don't fear the math. When you are talking about conversions it is as important as your bookkeeping.

http://20bits.com/articles/statistical-analysis-and-ab-testing/
99 weeks ago
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