How much should you give away for free, and when should you charge? This question comes up for service providers when deciding what content to put on a Web site, presenting to a potential client, or even answering the phone. The justification for giving away free information and services is that by demonstrating your expertise, [...]

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At an industry conference, I heard a speaker who has a reputation as someone knowledgeable in his field. He even talked about the high fees he charges for speaking and consulting, such as $15,000 for a speech. But he couldn’t get through a sentence without at least one “um” or “uh,” he went off in [...]

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Potential clients will ask a lot of questions before they hire you. They will want to know about your experience and qualifications, when they can expect the project to be completed and, of course, the price. But there are two pieces of information you should never reveal, no matter how many times they ask, or [...]

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