ROBIN ' S REVEAL CONT .
“ Pick a niche and stick with it . The more you specialize in solving a big problem , the more you can charge .”
2 . Control your costs .
Bazar uses an “ all-you-can-eat model .” The key to maintaining profitability with this model is to control your costs so you can keep your margins where you need them to be . “ Look at : What is your labor budget ? What are the major projects you want to do this year that are included in your ‘ all-you-can-eat ’ quote ?” Bazar said . “ We look at what isn ’ t urgent and could be done further down the road . A lot of people approach it that they are going to fix every single thing right away , especially engineers who go down a rabbit hole and fix every little nook and cranny . They can spend 20 or 40 hours on a project when it should be 10 or 12 . Internally monitor those costs to make sure you don ’ t have runaway costs .”
3 . Get rid of head trash around money .
In 2018 , Nobles stood up at a Technology Marketing Toolkit meeting and said there was no way he could get premium prices in his Atlanta market . “ An MSP from Atlanta stood up and said , ‘ Will , I was charging and getting those prices four years ago .’ I went home , raised my prices , and closed even more business once I began charging premium prices .”
4 . Start with profit first .
You must know your numbers first . “ One thing that helped my profits came from what I learned through the Greg Crabtree program within Technology Marketing Toolkit ,” Glasser said . “ That ’ s where I learned that you must pay attention to the revenues per employee and be efficient with your revenues , which is called the labor efficiency ratio ( LER ). I learned if you ’ re efficient in your labor and utilize it correctly , your profits will soar .”
5 . Establish a niche .
Pick a niche and stick with it . The more you specialize in solving a big problem , the more you can charge . Ninety-five percent of Glasser ’ s revenues come from the legal and law firm community . When starting out , Michael took the time to learn the software attorneys use inside and out . After becoming an expert on the software , he studied the big problems attorneys were trying to solve . Understanding that lawyers are concerned about billable hours , Glasser pitches how they will use technology to help clients have more billable hours . Then he backs up his expertise with awesome service , which allows him to charge a premium .
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