Posted on September 14, 2009
I mentioned a few entries back that I was working on a project on why and how to get referrals. I’m thrilled to tell you that the project is a webinar for PSMJ on Sept. 23.
For more information and to sign up, go to http://tinyurl.com/ReferralWebinar.
One topic I’m covering in the webinar that my clients have found particularly helpful is “how to rate your clients.” Here is the idea.
When you think about your clients, current and past, you know which ones have been the best and which you would have loved to fire. (You can fire clients, by the way. I’ll cover how to do that in another entry.)
First, create criteria for three levels of clients: A, B, and C.
Let’s say A clients use you as their go-to guy for whatever problem you solve. They also pay within 30 days or maybe give you a down payment. Their projects do not result in rework.
B-level clients might be ones who provide repeat business, pay within 45 days, and treat you as the professionals you are.
C-level clients complain, are slow to pay, and argue over costs.
You set the criteria. Once you have the criteria, review your client list and label each one.
The goals are to have mostly A-level clients, to move Bs up to A, move Cs up to B, and to fire remaining Cs.
Posted on September 2, 2009
The economic mess we’re in has many calling for us to think outside the box, be creative, come up with new stuff that our clients will just clamor for.
This article gives some ideas on how to do that. It’s well worth your time to read it.
http://tinyurl.com/wholebrain
My favorite quote from the article:
“Unique solutions often come from pairing people with complementary skills, says Darrell Rigby, Boston-based head of global innovation practices for management consulting firm Bain & Company, citing fashion as a prime example of how right-brain types can thrive within a financially driven matrix. ‘Brain transplants are not as successful as simple teamwork,’ he jokes.”
Some communication pearls
As a communication junkie, I collect examples of masterful uses of language. Here are a couple I’ve come across recently.
“Mostly I’m a very silent person. It would be statistically very unlikely for me to die halfway through a sentence.”
–Jack Reacher in Lee Child’s new book Gone Tomorrow
Creative inspiration from the Golden Arches, on the side of a soda cup
“Don’t think of that tubular thing as a straw. Think of it as your pipeline to instant liquid refreshment.”
My challenge for you: What are you doing to be creative?
