1)  Foster larger conversations

2)  Show you care about them

3)  Give x10, then ask politely.  Don’t sell!

1)  How to figure prices

2)  Cost plus markup

3)  Replacement pricing

4)  Premium pricing

5)  Loss leader

1)  Allows you more free time

2)  Allows you to choose jobs

3)  Allows you to do better work

4)  Allows you to do pro bono work

1)  If you’re available for everything, nobody wants you

2)  A coup to get someone who says “no”

1)  Get in 1st and blow the doors off.  Destroy all resistance.

2)  Shock and awe.

1)  Can be behind the scenes

2)  Promising customer rewards makes it a job.  Surprising afterwards makes it rewarding.