In these two short sessions, you will learn about sales cycles and customer aftercare to transform you from a freelancer to a business.
From quotes and invoices to newsletters and customer satisfaction surveys, your every interaction becomes part of your image. During the first part, you’ll learn how to influence your clients’ perception and become the ideal supplier, the one they’ll always remember because you’re offering a different, professional, and unique experience to them by showing them that you care.
During the second part, you will learn how to harness and analyse internal business data to make better targeted and more informed decisions. Business insights influence future decision making and can help you identify what works and what doesn’t. You’ll learn how to obtain clarity and remain focused on your goals by working with the clients you want to work with as well as preparing for feast and famine periods.
Both sessions are suitable for translators and interpreters.
CIOL Conference, BMA House, London 2020
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From freelancer to entrepreneur: skills to wow your customers and grow your business
1. CIOL CONFERENCE 2020
From freelancer to
entrepreneur: skills to wow
your customers and grow
your business
VASILIKI PRESTIDGE
2. Topics to Cover
PART I
End-to-end sales cycles
Tools
Exercise
Q&A
PART II
Business data, what, where, how, why
Tools
Exercise
Q&A
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
3. Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
PART I
End-to-end sales cycles
SAY WHAT
NOW?
7. The modern online buyer's journey
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
8. The rule of seven
A PROSPECT NEEDS TO
SEE OR HEAR YOUR
MARKETING MESSAGE
AT LEAST SEVEN TIMES
BEFORE THEY TAKE
ACTION AND BUY FROM
YOU
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
9. POINTS
OF CONTACT
BEFORE - AWARENESS
DURING - PURCHASE
AFTER - POST-PURCHASE
online presence, networking online
and offline, social media, blog posts,
articles etc.
quoting, translating, handling queries
and issues, invoicing
follow-up, surveys, phone calls,
emails, targeted messaging,
feedback, comments
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
10. Learn from other brands
phone calls, your schedule, planned
holiday, CPD, Google Alerts, connect:
(LinkedIn, other social media)
newsletter
CUSTOMER AFTERCARE
POST-PURCHASE EXPERIENCE
invoice, survey, follow up,
questionnaires, thank you notes
11. SET TARGETS
"Every Friday, at the end of the day, I will be
following up on all emails from that week".
"Mid-month, I will be sending out a feedback
questionnaire to all new clients".
ASK ASK ASK
You didn't get the job? Ask why!
Did you get the job? Ask why!
Did they like your work? Why?
They didn't like your work? Why?
SAY THANK YOU
If you're feeling negative, don't reply.
Negativity does come through emails.
HAVE A METHOD
Be patient. Be consistent.
HOW?
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
16. EMAILS
phone, social media
accounts, letters
COMPUTER
files, documents
ACCOUNTING
SOFTWARE
bank account, statements
WHERE?
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
17. NOBODY LIKES MESS
Keeping it in one place
CRM: Customer Relationship
Management software
Various banking and accounting apps:
Tide, QuickBooks, Xero, LSP Expert
A good old spreadsheet
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
18. "Between March 2019 and March
2020, 77% of my income came from
certified translations for private
individuals"
"55% of my clients are active in the
legal industry"
"During tax year 2018-2019, out of the
345 jobs, 30 were
interpreting assignments.
That's 8.7%"
"50% of my client personas are
private individuals"
WHY?
"88% of my translation jobs are
legal translations"
"25% of my income comes from
agencies"
"10% of my income in the last tax year came
from one client, but the same client was
responsible only for 6% of the words I translated
that year"
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
19. YOU CAN HAVE DATA WITHOUT
INFORMATION, BUT YOU CANNOT HAVE
INFORMATION WITHOUT DATA
DANIEL KEYS MORAN
Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
22. Vasiliki Prestidge | Greek to Me Translations | CIOL Conference March 2020
Marketing
Masterclass
Martina Eco
Jaquelina Guardamagna
Vasiliki Prestidge
Saturday, 9 May 2020
Novotel London Bridge
53-61 Southwark Bridge Rd, London SE1 9HH
