It starts with how you think about your people right now and what motivates them. I’m going to draw on Daniel Pink’s excellent book Drive, where he talks about the 3 factors that he believes motivate people. These are Autonomy, Mastery and Purpose, defined as follows: • Autonomy: the level of freedom, responsibility and control
Isn’t it important that everyone in an Association feels comfortable with selling? Associations are deeply dependent on money when it comes to delivering for their communities and especially their day to day functioning. And on delivering value in return for that money in order to continue to do so, long term. So with this in
A question to raise about the appointment of leaders is how many are chosen because of a proven ability to lead. Typically, the emphasis has been on what someone knows. It’s shifted in recent times to the value of their network, and who they know. But on both counts, the confidence of the candidate and
What is the role of the phone call today, what are the benefits of it? What might prevent you from using it and how do you become more confident? Why use the phone to speak to people? A phone call sits nicely between an email and a meeting. A telephone conversation is richer and tells
The two issues with email are: that it is seductive because the problems associated with it come disguised as benefits. And secondly, the more you use email, the less practice you get at non-email means of communication. The problems are disguised as benefits Speed: email delivers messages fast. But this is a somewhat deceptive benefit.
Your approach should be to draw your new client towards you, before you start to approach them. If two people are moving towards each other, they are more likely to keep going and close the gap. They also meet as equals. When one person pursues another, the chase can be energy sapping for both parties.
New ways of buying have emerged and designers have had to adapt. The good news is that the skills and behaviours that make a good sales person today, are a good fit for how designers work, because they use them when they have been engaged by a client. The trick is to deploy these skills
Why do partnerships work? As a partner your position is more secure because your relationships are deeper and stronger, assuming you also add value of course. You are part of the discussion that leads to the work as opposed to your client coming to you, telling you what to do and you then working in
What does influence mean to you and what needs to happen for it to take place within your business? An agency that is seeing the impact of this change within their business is Open Water. I spoke with Creative Director and Head of the business, Philip Hansen about his experience of a shift in influence.
I’m going to share my thoughts on the three that attracted the most attention in the Q&A session that followed (1, 2 and 3). If you’d like to discuss any of the others, do get in touch. How to sell without appearing ‘salesy’. What is ‘salesy’ behaviour? If you know what salesy sounds, looks and