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1). A Testimonial is Worth 100 Cold Calls If you hate cold calling, and even if you don't, you should start capitalizing on the work you’ve already done. So often we don’t utilize one of the most persuasive selling components in our marketing materials – the words of our own clients. Many creative people have wonderful testimonials from clients, but never use them for fear tha... 2). Entrepreneurial Holiday Guilt for Creative Professionals Guilt, guilt, guilt. Guilt is a terrible feeling and is often self-inflicted by creative entrepreneurs, especially during the holidays. Most people who work for themselves say they chose to do so because they wanted to "control their time." People who value time over money, recognize that time is a precious commodity that cannot be cr... 3). Exactly What to Say When Asked, "How Much Do You Charge?" A client with a creative business called me one day and asked the following question. It's a question I get asked frequently, so rather than write an entire article, I decided just to tell you exactly what I told her. Kirstin, "I never know what to say when a potential customer calls and asks 'How much do you charge? What ... 4). How Creative Professionals Can Get More Perfect Clients When you work with the "perfect" client, life is wonderful and business is simple. The perfect client pays on time, is thrilled with your work, tells all of her friends about you, and makes doing what you do easy. If you could replicate the perfect client, then business wouldn't be difficult, right? Let's discuss how to locate more per... 5). How to Charge What You Are Worth as a Creative Professional If you are having difficulty knowing what to charge, then check out your competition and find out what they’re doing. Find out if they post prices or fees on their website or if they have "packages" or deals. Do they have payment options? While you are researching, keep in mind just because your competition is charging one way it is not neces... 6). Increase Your Income and Eliminate Free Consultations Creative professionals often meet with clients for "free consultations" with the hopes of turning that consult into a paying client. Though this thought process is common and may make sense on the surface, it's actually contradictory to the behavior of great paying clients. By giving away the initial consultation for free, you are dim... 7). It's Not Your Job to Lower Your Fees to Help the Client Afford You I constantly receive questions and complaints from my creative professional clients about what to do when a prospect claims, "I can't afford your prices, but I want your services." My clients are frustrated, because they are usually being told this while standing in a mansion-like home, furnished with top-of-the-line furniture, with a beautifully m... 8). Marketing through Seminars and Presentations for Big Results Marketing through Seminars and Presentations for Big Results 9). Paying Referral Fees to Designers as a Creative Subcontractor - Should You Do It? Kirstin, I am a faux finisher and I do some murals, too. When my clients ask me for referrals for designers, I give them names of people whom I think can help them. Should I let the designer know that I referred them? - Arlene, Baltimore, MD Arlene, Not only should you let the designer know you re... 10). Secrets to Getting Paid for Your Creative Ideas and Proposals Many creative professionals such as event planners, interior designers, and decorative painters are frustrated when potential clients steal their ideas and take them to cheaper companies. They present their ideas in a proposal or presentation and later find that they didn’t get the client and their designs are being used by someone else. 11). Selling to the Devil's Advocate Have you ever felt like you were being attacked by your potential customer during your a sales call?  Like he was asking questions just to 12). Stop Charging by the Hour and Make More Money as a Creative Professional One of the biggest challenges with a creative business is getting paid what you are worth. The root of the problem isn't that the client doesn't have the money and it isn't that the client isn't willing to pay you what you are worth. The root of the problem is how you are charging and how you are creating value in the mind of the client. 13). Stop Going to Networking Events and Get MORE Business A few days ago I returned from my annual National Speaker's Association (NSA) conference in Atlanta. The educational sessions were OK, the hotel was so-so, and the town was lacking in exciting things to do, but my experience was stellar. How is that possible? Though I am often accused of being an extrovert, I consider myself quite intr...