How To Win Projects and Influence Budgets

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How To Win Projects and Influence Budgets

  1. 1. How To Win Projects and Influence Budgets daniel schutzsmith
  2. 2. Presentation Slides & Worksheets: http://wv.graphicdefine.org
  3. 3. What do Clients want?
  4. 4. • Style
  5. 5. • Style • Creativity
  6. 6. • Style • Creativity • Experience
  7. 7. • Style • Creativity • Experience • Attention to detail
  8. 8. • Style • Creativity • Experience • Attention to detail • Speed
  9. 9. • Style • Creativity • Experience • Attention to detail • Speed • Chemistry
  10. 10. What is an Ideal Client?
  11. 11. • Good fit
  12. 12. • Good fit • Few negotiations
  13. 13. • Good fit • Few negotiations • Appreciate You
  14. 14. • Good fit • Few negotiations • Appreciate You • Trust your opinion
  15. 15. • Good fit • Few negotiations • Appreciate You • Trust your opinion • You enjoy them
  16. 16. • Good fit • Few negotiations • Appreciate You • Trust your opinion • You enjoy them • Profitable
  17. 17. What’s Your Real Product?
  18. 18. Hint: It is not your skills!
  19. 19. It is: The thought response that you give clients.
  20. 20. Humor
  21. 21. Peace of Mind
  22. 22. Attention to Detail
  23. 23. Target Clients
  24. 24. Define who your clients are first, and then go get’em.
  25. 25. • list the industries you like
  26. 26. • list the industries you like • define ideal traits
  27. 27. • list the industries you like • defineideal traits • make a targeted list
  28. 28. WORKSHEET: Client Wish List
  29. 29. Courting The Client
  30. 30. Set Expectations + Define Objectives
  31. 31. One Channel of Communication
  32. 32. Keep Consistent Communication
  33. 33. Be Honest
  34. 34. Sup Imp er ort ant ! Under Promise
  35. 35. Lik e fo Rea r lz! Over Deliver
  36. 36. The Quality Triangle
  37. 37. Scope
  38. 38. Time
  39. 39. Cost
  40. 40. Build Relationships
  41. 41. Invite Clients to Your House
  42. 42. Make Friends with EVERYONE
  43. 43. Be Positive
  44. 44. Remove the Bullshit
  45. 45. Listen More Than You Talk
  46. 46. No Sales Speak
  47. 47. Listen to Feedback
  48. 48. Be Humble
  49. 49. Have Fun
  50. 50. Get Your Name Out There
  51. 51. Leave Behinds
  52. 52. Blog
  53. 53. Give Away Your Secrets
  54. 54. Blog
  55. 55. Build a Web App
  56. 56. Give Away Your Work
  57. 57. Start a Conversation
  58. 58. Make Friends With Journalists
  59. 59. Write an Article
  60. 60. Help a Reporter Out
  61. 61. Use Press Releases
  62. 62. Use Social Networking
  63. 63. Implementing the Personality Social Network Profiles
  64. 64. Implementing the Personality Social Network Profiles
  65. 65. Show the Personalities
  66. 66. Email
  67. 67. Start an E-zine
  68. 68. Implementing the Personality E-zine
  69. 69. Track the Conversation
  70. 70. Implementing the Personality Comments
  71. 71. Read These Books!
  72. 72. How to Win Friends & Influence People
  73. 73. Never Eat Alone
  74. 74. Little Red Book of Sales
  75. 75. Rich Dad, Poor Dad
  76. 76. Presentation Slides & Worksheets: http://wv.graphicdefine.org

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