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
Do you need to network but hate the thought of it with a passion? Many designers might answer yes to this question. Suppose that with the four ideas in this piece, you could turn up to any networking event and leave after 2 hours feeling that you’ve accomplished something. And furthermore, suppose that these
Your clients’ experience of your agency can push them away from you, or draw them closer. Building an authentic sales culture for your business can draw them towards you. How do you create your authentic sales culture? Here are six behaviours that build a respectful and authentic sales approach. How many of these are you
A good place to begin is to take a look at your aims and ambitions for the group. A useful framework can be found in a coaching model, called GROW developed by Sir John Whitmore. GROW is an acronym and stands for Goal, Reality, Options and What you will do. It is perfect for getting under the skin of an issue. So with your LinkedIn group in
Talk Like TED: The 9 Public Speaking Secrets of the World’s Top Minds – Carmine Gallo. What makes a great TED talk? And how do you deliver one? This is a definitive guide to the speaking techniques and practices of the speakers that light up the stage at TED. You are the Message: Getting what
These are my book recommendations. They would suit you if your role involves building relationships but you cringe at the word ‘sales.’ 1) To Sell is Human: Daniel Pink This book does what its title suggests, namely to humanise sales and demystify it. It is useful in that it will take the fear and loathing