It still astonishes me how many of my clients end up doing all the work, issuing an invoice, and then are waiting to get paid. If you’re doing any service at all, you should be getting paid in advance at least 50%.

Now, a lot of people say to me, “Oh, I couldn’t do that. That’s not how it’s done in my industry.”

Having done all the hard work of marketing to someone and convincing them that you’re the person for the job, you’ve never been in a stronger position to insist on your particular terms of service.

And if you make sure that your marketing funnel is constantly full of new prospects, then you’re going to be able to walk away from the one or two who don’t agree to your terms.

As I say, you’re never in a stronger position than when you’ve just convinced someone that you’re the person they want to work with.