How To Win Projects and Influence Budgets daniel schutzsmith
How To Win Projects and Influence Budgets
Jan 21, 2015
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How To Win Projects and Influence Budgets
daniel schutzsmith
Presentation Slides & Worksheets:
http://wv.graphicdefine.org
What do Clients want?
• Style
• Style• Creativity
• Style• Creativity• Experience
• Style• Creativity• Experience• Attention to detail
• Style• Creativity• Experience• Attention to detail• Speed
• Style• Creativity• Experience• Attention to detail• Speed• Chemistry
What is an Ideal Client?
• Good fit
• Good fit• Few negotiations
• Good fit• Few negotiations• Appreciate You
• Good fit• Few negotiations• Appreciate You• Trust your opinion
• Good fit• Few negotiations• Appreciate You• Trust your opinion• You enjoy them
• Good fit• Few negotiations• Appreciate You• Trust your opinion• You enjoy them• Profitable
What’s Your Real Product?
Hint: It is not your skills!
It is: The thought response that you give clients.
Humor
Peace of Mind
Attention to Detail
Target Clients
Define who your clients are first,
and then go get’em.
• list the industries you like
• list the industries you like
• define ideal traits
• list the industries you like
• define ideal traits• make a targeted list
WORKSHEET:Client Wish List
CourtingThe Client
Set Expectations +
Define Objectives
One Channel of Communication
Keep Consistent Communication
Be Honest
Under Promise
Super Important!
Over Deliver
Like for Realz!
The Quality Triangle
Scope
Time
Cost
Build Relationships
Invite Clients to Your House
Make Friends with EVERYONE
Be Positive
Remove the Bullshit
Listen More Than You Talk
No Sales Speak
Listen to Feedback
Be Humble
Have Fun
Get Your Name Out There
Leave Behinds
Blog
Give Away Your Secrets
Blog
Build a Web App
Give Away Your Work
Start a Conversation
Make Friends With Journalists
Write an Article
Help a Reporter Out
Use Press Releases
Use Social Networking
SocialNetwork Profiles
Implementing the Personality
Show the Personalities
Start an E-zine
Track the Conversation
Read These Books!
How to Win Friends &
Influence People
Never Eat Alone
Little Red Book of Sales
Rich Dad, Poor Dad
Presentation Slides & Worksheets:
http://wv.graphicdefine.org
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