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Digg it UP - Converting Consultations into New Business!
Business opportunities are often based on broad trends, such as:• demographic, such as the "graying" of America (creating opportunities in health services, for example);• sociological developments, like the "green" movement, with its emphasis on recycling and environmental sensitivity, and;• cultural changes caused by changing economic conditions and technological developments.Opportunities can also frequently be found in current and developing business trends such as:• the globalization of business,• the need for outsourcing cr
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I a
A customer service failure, simply defined, is customer service performance that fails to meet an individual’s expectations. Typically, when a service failure occurs, a customer will expect to be compensated for the inconvenience in the form of any combination of refunds, credits, discounts or apologies.The success of such customer service recovery efforts is determined by the individual’s expectations and perceptions of the organization. Two key elements impact any effort to restore customer satisfaction: the strength of customer relationships and the severity
Before you get out of your car to go into your next consultation, take a moment to reflect on ALL your past successes. Recall that big project you completed on time and within budget. Recall your client’s reaction of joy upon seeing the new space you created. Revel in a job well done…..and EXPECT that the same will happen for you again!
Earlier this week, I happened to come upon a saying. I don’t know who said it, but it makes my point perfectly:
Winners expect to win in advance. Life is a self-fulfilling prophecy.
Take this advice to heart. Expect to WIN! Expressing confidence is a HUGE part of converting a consultation into new business.
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I a
With all its glitz and glamour, many people believe that working in advertising is all fun and games. Nothing could be father from the truth as advertising agency people are some of the hardest working professionals around. At its very core, advertising is still a business and a very competitive business at that. Now, if despite that knowledge, you still think that advertising is a good place of employment, then read on to get a better idea of how the advertising world works.Basically, advertising serves the function of promoting goods and services through the ma
Before you get out of your car to go into your next consultation, take a moment to reflect on ALL your past successes. Recall that big project you completed on time and within budget. Recall your client’s reaction of joy upon seeing the new space you created. Revel in a job well done…..and EXPECT that the same will happen for you again!
Earlier this week, I happened to come upon a saying. I don’t know who said it, but it makes my point perfectly:
Winners expect to win in advance. Life is a self-fulfilling prophecy.
Take this advice to heart. Expect to WIN! Expressing confidence is a HUGE part of converting a consultation into new business.
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I a
Many times customers and potential customers ask me whether eLearning is just a passing fad. This is an excellent question that warrants some discussion. My experience with eLearning and more especially with custom eLearning content development has been an extremely positive one. Unfortunately some companies are dismissing the concept of eLearning because they have had a negative experience with it. Recently, I came across a discussion on the Support Insight discussion forum that described eLearning as a hyped solution to training.I have had the opportunity to s
Before you get out of your car to go into your next consultation, take a moment to reflect on ALL your past successes. Recall that big project you completed on time and within budget. Recall your client’s reaction of joy upon seeing the new space you created. Revel in a job well done…..and EXPECT that the same will happen for you again!
Earlier this week, I happened to come upon a saying. I don’t know who said it, but it makes my point perfectly:
Winners expect to win in advance. Life is a self-fulfilling prophecy.
Take this advice to heart. Expect to WIN! Expressing confidence is a HUGE part of converting a consultation into new business.
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I a
We've all heard about the importance of offering a product or service that is a good value. The better the value, the more sales you will make and the more money you will earn.Sometimes good value can be based on a low price, or finding an otherwise hard-to-find product or service. Good value can have more to do with customer service or service after the sale.But how about this one: the best value comes from a product or service that makes you FEEL good. Think about it for a minute.McDonalds and Burger King became restaurant giants not so much becau
Earlier this week, I happened to come upon a saying. I don’t know who said it, but it makes my point perfectly:
Winners expect to win in advance. Life is a self-fulfilling prophecy.
Take this advice to heart. Expect to WIN! Expressing confidence is a HUGE part of converting a consultation into new business.
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I a
Are your products or services geared towards only one target market? You can increase sales and profits by increasing your target markets. Below are some creative ways to increase your target markets by using your existing products and services you're selling right now. REDESIGN You can increase your target markets by redesigning your products and services. For example: you're selling a book called "Internet Marketing Tips For Accountants" You could rewrite part of your book and call it "Internet Marketing Tips For Lawyers". You've now increased your ta
Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I answer that? I don’t want to scare them [the prospective clients] away.” Does that sound familiar?
Before you go into a consultation, you should have a clear understanding of your pricing strategies, your fee structure, etc. I often recommend that my clients charge on an hourly basis. That way, if the scope of the project changes or the client needs to go on several unexpected shopping trips, you are being properly compensated for your time. The point here is: know in your mind what you charge and be confident that your fee offers good value to the prospective client.
One other thing to keep in mind: EXPECT a prospective client to ask you about your fees. They’ve expressed interest in your services by asking you into their home to talk about a project. Expect to wow them such that, after getting to know you during the consultation, they will want to hire you. Well, before they can make an intelligent decision as to whether to hire you, they need to know what you will charge for your services.
Now I’m not talking about giving them an estimate of your fees (I would NEVER suggest that). Rather, be upfront and unapologetic when you announce your hourly rate. If pressed, you may offer a ra
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