The 80/20 rule still astounds me.
The 80/20 rule still astounds me. Whenever I analyse performance it's in that range. Let's run some numbers for fun. Let's say we have 15 clients. We may find that just three of those contribute 80% of our profits. And twelve produce the
Struggling to find project opportunities?
Struggling to find project opportunities? Clients have issues - problems to solve and opportunities to capture. But you won't hear about them unless you ask. Start a conversation. Raise potential issues you've seen. Find out what they're struggling with right now. Give them a chance
Desirable results aren’t always enough to close a deal.
Desirable results aren’t always enough to close a deal. Let's face it - we've all had enthusiastic conversations with clients that fizzle out when it's time to commit. In their mind the client talks up the outcomes they want, then talks themselves down with
Selling a project idea to a client first requires selling yourself.
But how do you sell yourself? 1/ Make sure the result is compelling. 2/ Check value creation is worthwhile. 3/ Be clear what success looks like. 4/ Want it with your heart. Are you truly interested and excited? If not forget about it until you can be.
Write them down, track your progress, and share updates with an accountability partner.
Write them down, track your progress, and share updates with an accountability partner. Here's the research that backs this up... Gail Matthews, a professor of psychology recruited 267 participants. Those who wrote down their goals and shared progress reports had the highest goal achievement rate, with 76% of
4 ways to fail as a leader looking for revenue growth.
And some ideas on what to do instead: Don't: - Set unrealistic goals - Micromanage activity - Ignore team feedback - Forget to recognise success Do: - Make your purpose clear - Set clear expectations, standards, and metrics - Personalise messages - Have regular updates Get it right if you want the engagement you need to
Assumptions hinder your understanding of client needs.
Assumptions hinder your understanding of client needs. Let's improve our performance. Dos and don'ts for client discovery interviews. Do - Ask curiosity-led questions - Seek clarification - often - Avoid snap judgements Don't - Rely on personas and stereotypes - Assume you already know the client's needs
Go out and hunt for new clients who ...
- Are great to work with. - Have interesting projects. - Pay for value contributed. Make the effort to make it happen. That's sensible right?"
9 reasons for clients hire you instead of using in-house resources.
9 reasons for clients hire you instead of using in-house resources. Which of them can you put a tick next to? 1/ To lead: The experience and authority to give strategic direction and recommendations. 2/ To augment: Provide additional expertise, skills, and bandwidth beyond the client's current
5 powerful ideas to amplify your sales message.
5 powerful ideas to amplify your sales message. And elevate your personal brand with corporate clients. 1/ Offer compelling statistics 2/ Develop a useful checklist 3/ Give a contrarian perspective 4/ Use graphic illustrations 5/ Make a firm recommendation Combine any two of these for: - an attention getting email headline