Making Money

There have been “aha” moments in our business that have substantially affected our income. One was bookkeeping & clocking (read Are you working for free?). The second major “aha” was realizing that even though I work with technology each and every day - I am in a people business. I solve people problems. People decide whether or not to pay for my solutions. People drive most of our business through referrals and reputation. The fact is, you can geek out all you want, but if you can’t hang with people, you’ll always struggle. So let’s chat for a minute and talk about meeting new people and building your business.
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Every single day, as you work on a project, you are putting yourself out of a job. If you don’t have another one lined up, that can be a scary feeling. In fact, that feeling is exactly what stops most people from going independent. The fix is simple but you will certainly have to leave your comfort zone. You will need to learn how to sell yourself and your services.
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You could be. In fact, you probably are, and there is nothing wrong with that, as long as it is intentional. I’m down with investing my time, but I’d rather surf or nuzzle my wife than work for free. I’m sure you can all relate.

Let me share how this article came to be. I was about to write a carefully crafted argument on how tracking your time directly affects your income. Then I realized the dialog I just finished with my friend on IM says it better than any argument I might make. I asked for permission to post our chat, she reviewed, sealed, stamped and delivered.

So, to set the stage, we were gabbing along about life drama and all and suddenly, mid conversation, she pulled a little IM judo and slipped in some business:
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All businesses depend on finding new customers. One of the most important steps in this process is booking a meeting with your prospective client. Many people often make the mistake of trying to sell the product rather than the appointment during the first call. Here are some things that we have learned throughout the process of growing our business.
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