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