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19 - Keeping Your Ideal Customers and Growing Your Career
On this episode of THE ART OF CONSTRUCTION, hear the story of how Adam Sinclair, Sales Apprentice turned hard work into a full time role...
Jairek Robbins about passion, fear and sales with Fabiola Christensen
A very friendly chat about sales and fear with my good friend Jairek Robbins. The chat is all about when you want to give people what you...
How Do You Pitch?
While I feel like a freshman, I do have strong opinions about this. First, the pitch needs to be done in person, face to face. We can't assume that every designer does it in this manner. It helps with reading the client (and visa versa) to help make a dynamic pitch, based on real perceptions. While handouts/takeaways are good, I typically use a central presentation for the pitch, so that everyone is one the same page. With pitches to larger organizations, it's assumed that they will want to "take it back to the office" and discuss the pitch. However, with smaller businesses, and with a positive response, many times they are ready to act, almost without thinking, motivated instead by emotion. When I see this, I request that they take a step back and think about the points presented for a few days and provide poignant feedback before making any decision. This may sound counter intuitive to slow the desired goal of "Yes." However, it is usually very beneficial once you do get to "Yes," and aids the project with a better understanding of the tasks at hand. And likely, a more appreciative client.
You mentioned accessability earlier, so here's a quick transcribe. --------------------------------------------------- So, Andy Budd has been talking on twitter about how he is off to a pitch, and he is taking a load of printouts to hand out, and things like persona's, wireframes, and designs. And he's saying that it's a very tactile approach, and that he finds it more engaging then a presentation, which creates a barrier between him and the client. Of course there is no right or wrong way of doing these things, and everybody has different approaches, but I actually think Andy has got some good points there. Leaving people with a paper copy of your thoughts an ideas at the end of the presentation is really good. Also, printouts encourage discussion, and back and forth interaction rather then a presentation which is more formal, more structured. That said, most of the time we do use a presentation, and keynote when we go to do pitches, however we do encourage lots of interruptions, and questions, and discussion, and usually when I go and pitch with Marcus, we interrupt each other quite regularly during the presentation which encourages the client to do the same. So it's different ways of achieving the same goal. What we do always do is leave our clients with our full proposal which is fairly extensive to say the least, and covers all of our ideas, designs, wireframes, and all the rest of it. So I guess in many ways we do the same kind of things as Clearleft, but in a different way. What I would be really interested in is to hear how you go about doing pitches. You can use the comments below to let me know how you go about doing things because everybody does it slightly differently, and I think it would be good if us as a web design community share our ideas.
"When I go out and pitch with Marcus we interrupt each other quite regularly" I can imagine. :P
@GECFrost talks to @BillyBambrough on #research: UK #SMEs finding success through exporting and on HMV’s surge in music sales
Paul Martin's Business News February 24th, 2014
Paul Martin's Business News February 24th, 2014 Cold weather in December was significant enough to erode retail sales activity in this...
#ShopFloor with @bizfirstmag talks to Tom Bird @tomandjerryuk of @BrilliantSell
talks to Tom Bird @tomandjerryuk of @brilliantsell about
CAR SALE SCAMMER ARRESTED IN ROJALES
Officers from the National Police have arrested a 30 year old man in Rojales, who is already known to the police for a series of crimes,...
Account Director | Ref JFE9064
Coaches Connection #10: Magnetic Money Mindset? Do you attract or repel money in your business?
Another jam packed show to help YOU business a successful coaching practice. On today’s show I’ll be speaking about: • Do you have a...
Coaches Connection #9: What to do when a prospective client says 'No'
On today’s show I’ll be speaking about: • How to effectively manage your feelings of disappointment so they don't continue to block...
Too many emails! Unsubscribe. :)
Paul Martin's Business Update - November 28th
Paul Martin's Business Update - November 28th Consumers in this province found a bit of a spark in September. This important economic...
Persistance reduces Resistance
SPANISH CAR SALES RECOVERING
Having registered 33,219
between January and July of this year, the province of
has sold more than...
daily sales tips that get you sales.
National Account Executive Ref CJM9093
ALMOST A QUARTER OF SPANISH HOME SALES ARE TO FOREIGNERS
Some 21.4% of all residential property purchased in Spain in 2013 was by foreign buyers, according to statistics released this week by...
52lists LinkedIn Tutorial - 11
Recommendations In this tutorial you will learn three different methods for requesting recommendations from fellow LinkedIn users. ...
Vodafone Disappointment. #mobile #phone #vodafone
How, after many years of great service from my mobile phone provider Vodafone, it seams I am about to part company with them after a very...
Shame on that phone salesman! IPhones are not all the same, as I'm sure you're well aware. He was feeding you a cock and bull story, because these companies only care about hooking new customers nowadays. They couldn't give a fig for older customers. Too bad you couldn't have told him to shove his new-iPhone just-the-same-as-the-old-iPhone through his back door. :-P I know, that isn't very nice, and I would never suggest anyone actually say that to someone... but it's fun to contemplate sometimes. ;-)
I went PAYG a long time ago, I was fed up of the hassle of contract renews and paying for things I wouldn't have used. Customer retention seems to have gone by the wayside these days.
I think the major phone operators plan to churn through existing customers because it seems that they offer the best deals to new customers or to people who are jumping from other networks.
TORREVIEJA TO SELL EXPROPRIATED LAND PLOTS
Following the announcement this week that the finance department of Torrevieja town hall has reduced its debt by 8 million euro, and the...
Breaking news, latest sport, longer listens