1) How do I sell what I do without appearing ‘salesy’? Be aware of what ‘salesy’ behaviour sounds, looks and feels like. It includes:talking excessively about yourself, ‘trying’ hard to get people to commit with tactics such as convincing them they need you. What might you replace it with? Talk about the effects/impact of what
The truth is, it’s actually the other way around. If you prepare, practise and then perform, your personal confidence takes care of itself, as if by magic; except of course it’s not magic at all. So how do you cultivate confidence? How might you block yourself from accessing it and what can you do to
What happens to your performance when you make some time for preparation and practise? I spoke with Bell Integrated senior client partner Ling Jin, account director Sarah Topley and head of design Jason Bannister, as well as Su Duff (ex-Bell) about the changes they’ve noticed in their performance as a result of changes to their
According to Up to the Light’s annual survey ‘What Clients Think 2016’: “The top three reasons for winning a pitch are good chemistry, bringing creative to life and confidence in delivery. “62% of clients believe that agency new business presentations feel generic. The presentation is a golden opportunity for design agencies to differentiate themselves and
According to Up to the Light’s annual survey ‘What Clients Think 2016’: “The top three reasons for winning a pitch are good chemistry, bringing creative to life and confidence in delivery. “62% of clients believe that agency new business presentations feel generic. These two pieces of feedback could be warning signs for the design industry.
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
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
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