- Pilot Project
- Less Scope
- No pay or less than market rate (marketing rate)
- Higher rate of inspection
- Track delivered work against expected milestones
How do consultants start at first? There is no difference between them and you. Yes, most consultants have contacts, however, it is still a risk which can never be zero.
Good luck and if you need further assistance, please contact me.
Through your use of words and the way that you communicate with them.
Pick up the phone. Not right away, but you cannot convey the same rapid thinking process, type of work, or understanding of their needs as well by writing - unless you want to send three page emails. (Bad idea) But it's like all sales rules - if you want to close the sale, engage attention ASAP and be able to get an idea of what they want. Revolve that while tying in related services that are also a close match. Add-on's etc.
The first thing is that this question is too general. What is the area of business you want to get involved in?
If you are a supplier of a commodity or product the answer is going to be very different to the one I'll give you for a service.
You need to know and really understand your market first. What are the values of the players in that market ? Which problems can you solve ?
Focus on that first then build your marketing and positioning around that..
I hope this helps,
If you are very sure of the value your offering, you can offer to get paid on success. This will provide comfort to the client and and eliminate the importance of past experience. It works for us
People will generally assume that you are capable and honest.
It's a common misconception, especially among entrepreneurs, that sales will arrive at your door, if only you could convince people that you are capable and honest.
But think about that for a minute. Anyone I work with has got to be capable and honest. That's the minimum requirement! So convincing people of that doesn't do anything to differentiate you or your services.
Michael McFarthing's comment got closest to the magic formula. Focus on convincing people that you exactly understand the situation that they are facing, and that your way of addressing it gives them exactly the benefits they want.
That's why client success stories are so powerful. You attract more people who face the same kind of issues that you are already so good at solving.
Feel free to visit my profile for more tips and techniques on developing effective client success stories.
Let us know how it goes!
If you want acceptance by customers without past references, I think the way forward will be to chat and be friends first before talking business. An example I can give is someone I met in a flight from London to Mumbai. The gentleman was seating next to my seat and we started conversing over the newspaper article that he was reading. He was a doctor by profession and we struck common ground about our views of an ideal society today. We gained trust of each other, understood well, respected each other. He was thinking of marketing new products in the health service and as I was an accountant he suggested I may come on board as he was going to advertise for an accountant. Fortunately we met and he liked my professional appearance, financial expertise as he understood I am talking from points of views of a responsible financial accountant and gathered so many clues. Many times employers and customers have hidden likes and preferences which they don't tell and that influences their decisions to hire someone or partner with someone. It's not always qualifications, certificates and references that make us winning bidders. The final conclusion is: Get to be friends and get to know each other personally.
1. In the interview, role play to demonstrate your work.
2. Offer referrals/recommendations from previous clients.
3.Offer to work for free for 1 week to show your effectiveness.
You could do the work on the IF COME - stages of work paid as you go (after delivery) depending on the type of product or service you can start with a money back guarantee or better yet try it if you like it pay me. Get agreement on price first.
Seeing is believing hence past performance or referral is appreciated but for new comers this has been a barrier. A lot of my friends here have already given you few tips and the best way as most of them have advised honest and brief outline idea on how to solve or provide better service based on the due diligence done from your end should give you ample foot hold
I believe its Homework.. Homework and Homework...
Let me simplify for you. You must show and behave like a business partner instead of just a vendor. You must demonstrate the knowledge on client's domain by doing a dipstick on:
- Business Category (where in your prospective client is operating)
- Client's position (SWOT)
- Recent development in Client's end
- Current and future challenges the category and/or client may face
And your thought on how you would like to strategise the business and marketing plan.
It will show your involvement and understanding of clients category of business.
I believe that the best way to make any client believe you are capable and honest of doing a job is word of mouth. Pretty cut and dried.
Mr Kishan, firstly when I meet Clients I never hide anything, good or bad. Its not ethical. We must have integrity and dignity at any cost. So this does not arise.
Tell them the truth and move on. They will respect you more.
The objective of every client is, to churn out value and to avoid rework. Understanding of their business processes and ability to suggest changes that will add value will surely grab their attention. The key here is be informed and be honest.
Have a great internet presence ...keep transmitting useful content
Prepare thoroughly before meeting ... Research the person,the company,the markets .Prepare GREAT QUESTIONS .
Hope this helps !
Kishan - I'm curious why you're asking? Can you share with us a little more about the situation?
You need a corner stone client, even if you have to do it for free for them it is worth it...or you can just say that all your clients sign a Non-disclosure agreement as they will have to do also. I would ask them if they would be ok with me revealing any information about their company to future businesses? Then say that is why I have all our clients sign a non-disclosure agreement.
Many clients make decisions about who they want to work with based on what they would say is a "gut feeling." They want to get a sense of who you are and how you operate, and they make their buying decision on how capable and trustworthy you seem. Let clients see your personality, let them look into your eyes, let them hear how you present yourself and your services. How? With a short promotional online video of yourself, talking from the heart, about how you can help them.
Case studies are the best way to show your expertise.
I agree with many of the excellent suggestions already given. In addition, as a final step to help clinch the deal, consider providing references people can speak to once you have determined they are serious about working with you. Even if those references are constrained not to divulge certain aspects of the work they can speak first hand to their experience working with you and to your integrity.