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

SocialNetwork Profiles

Implementing the Personality

Show the Personalities

Email

Start an E-zine

E-zine

Implementing the Personality

Track the Conversation

Comments

Implementing the Personality

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