Marketing + Sales 3: Categorising Customers
I am talking about how to tie the roles of sales and marketing closer together so they will be more effective for your business. We have talked about the importance of both knowing whom you are targeting, but now we turn our attention to how we will reach those people. First let’s clarify how I […]
Basics of Sales 6: Chasing
Following on from last week’s lesson giving you an outline on your sales, we have so far done some research, found our target customer, sent them some details and checked if they have gotten it. They are not in Quite often the person you need to speak to may be busy. This is especially true […]
Start Up Right 8: Finding Work
Easily the thing I get asked most about is where exactly to find work. Some people seem quite insistent on knowing in fact! Obviously this will depend greatly on the industry and business that you are in, but here are a few tips. Friends and Family Often friends and family are seen as undesirable nuisance […]
Post Project Steps 6: Review
We have been talking about what happens post project and how to make the most out of your last job in order to get the next one. Next I want to talk about reviewing a past project so it can help you improve future projects. You Won’t Review The truth of the matter is 80% […]
Post Project Steps 4: Portfolio
In this series of lessons we are covering all those things you need to do once a project is over. We have talked about getting paid, getting testimonials and getting referrals. Now let’s talk about portfolio management. We’re Working With Them! I think all clients appreciate a little enthusiasm. The second you get a […]
Post Project Steps 2: Testimonials
There is an old saying that you are only as good as your last project and I think there’s some truth in that. It’s important that after a project has ended you get the most out of it in getting you more work. One way of doing that is getting a testimonial. Show Your Support […]
Good Client Relations 10: Scope Creepers
We are continuing our guide through those less desirable client attributes and how best to handle them. Today we’re talking about scope creep. Scope creep is where a client keeps pushing for little extras here and there which quickly add up. That’ll be 10 minutes… The dangerous thing about scope creep is how easy it […]
Good Client Relations 5: Work Flow
One of the key differences with collaborating with clients vs co-workers is the nature of your relationship is much more transactional. You have been hired usually for a short amount of time to do a specific thing because you are an expert in this. You may never meet the client face to face. If you’re […]
How To Convert lesson 2: Small Job
We are talking about how to convert a great pitch into the actual work and what that involved. In lesson one we covered spec work. in this lesson I want to cover a much better alternative: the small job. Expensive The most expensive job with any client, and by expensive I mean in terms of […]
How To Convert Lesson 1: Spec Work
Now that you’ve sent off your amazing pitch, made the call, done the presentation…how do you ensure that you convert that pitch into actual work? In this lesson I want to cover spec work. What Is It? Spec work is where a prospective client asks you to provide a sample of the finished item/work for […]
