Winning more jobs is what every company wants. They don’t want to waste time on the proposal not depositing money into the bank.
Unfortunately, too many freelancers and institutions negotiate with potential customers from a wrong perspective. They said \”yes\” by default, and they only worried about anything close to \”no\” when pressing hard.
Your potential customers can see this. They heard the affirmation of each idea from everyone, and they knew that you said it must be to win the work. This is not what the customer wants. They hope that someone can tell them the boundary of the project within the scope of their own budget.
This article will explore how you should use NO to show your professional knowledge and win more jobs. Some potential customers will exit in the middle of this process, but they are unlikely to become outstanding customers anyway, so you just save the time for the proposal that may be rejected.
When you use \”No\” When they do, they will respect you because you are a professional.
This is part of a series of posts that emphasize WOOCONF speech. Watch the video or continue to roll the following points.
You are a manufacturer and and Manager If you have not read the Maker \u0026#39; SCHEDULE, Managers Schedule, I suggest you read it. In this article in 2009, Graham talked about makers (developers/designers/creatives) and they needed a lot of time to create. The interrupt broke this flow. There is a great comic called why this is why you shouldn’t interrupt the programmers, and it explains this well. In fact, it takes 45 minutes to return to the mission. A short period of time means that the manufacturer does not think they can study the work they need to do in depth.
Compared with the manager who divided the time for several hours. onceThe meeting was an hour. They have an hour of email and then the meeting. Most business owners, including myself, need to run a part of the MAKER mode every week and run part in the Manager mode. I use \”catfish productivity\” to promote this. I work uninterrupted from 6:00 to 9:00, and the processing of up to an hour can be placed from 12:00 to 3:00.
When you start interacting with potential customers, you need to keep this in mind.
I first asked them a series of questions. Before they answered these questions, I refused to talk to them.
I refused to talk to them.
I said no, because before I put it on the calendar, I need to know whether it is interested in
Qualified
project. If they do not have time to answer the questions provided in the first email, they are telling me that they do not pay enough attention to the project. If they do not pay enough attention to the project, it is a dangerous signal.
If I accept a project they do not pay attention, I will chase them later to obtain problems s answer. By not answering my question, they also showed me that they did not pay attention to the budget. My rate is very high, which means that only very valuable projects can afford it. If my question was answered, I would enter the second one in my call arrangement. I only answered the phone on Tuesday afternoon and Friday. I will not exceed, because I need a week’s remaining time to focus on the tasks that the current customers need to do.
I have an existing agreement with customers, so I need a lot of time to do a good job. If I randomly answering the phone within a week, I always work in the context switching mode and pay some efforts for those who pay me. By keeping the phone one day for two days, I know that I have a lot of time doing a good job for my customers.
If you do not protect your development or design or content strategy time, then you are damaging the quality of work you do for your current customers.
I told them that they were listed in one of many other people. On the list, and it does not exist anyway. If you do not protect your development or design or content strategy time, then you are damaging the quality of work you do for your current customers. This means you are damaging your business. Three of the first call My first two time without protecting me; the next three are about ensuring that customers have the project they value. The only goal of my first calling customers was to understand and determine whether they regarded the project as priority, and I was the most valuable assets they had to meet the priority.
It first covers:
Why don’t they do other more valuable things in their business.
Why do they hire someone to do this or not use their internal team.
Why don’t they choose cheaper choices because they always have cheaper choices.
- For the first item, there are always many things to do in any business. You need to know the importance ranking of the project in the list of the items to do, because it will affect the resources they put on hold.
If this is their most valuable project, they don’t want to spend too much money or invest too much in investment More employee time. You have to do a bunch of legs to complete it. If this is their most important project, please use this opportunity to talk about the value of the project. You do this is not to determine the highest fee that can be charged; you do this to ensure that the cost of completing this work is at least one -third of the value they get. In fact, if you can price at a tenth price, you are in a better place. Secondly, ask them why they do not use the internal team. For one of my customers, they did not use the internal team because one of their WordPress personnel is junior personnel, and there are no reliable, tested large -scale site deployment systems. Their other resources are developing the core software they sell. They need someone to accompany them for six months, establish a development process and help them process 4,000 users added to the system every day.
This is the value I brought.
Third, ask why, under the same conditions, they will not choose cheaper choices. Sometimes because they tried cheaper choices and were burned. Sometimes because you are a strong recommender, you are more valuable to them. These three issues have two purposes. First of all, potential customers tell you why you are the correct choice of this project, and why this project is valuable. Secondly, they are also selling themselves with your value. This helps you win the workdo. Sometimes, you will find that the project’s priority is low, or they should use their internal teams, or cheaper choices is a better choice for them. These are not bad things.
You may be the only person who had dialogues with them, the only person who did not turn on the price and followed up. This makes you different in their eyes and more valuable.
You may be the only person to talk to them.
Once I have completed the work with potential customers, they will talk about the only conversation next time People are me. No one else in the initial project bid, because I was the only person who was honest with them.
You are not Indiana Jones The last \” No \” that has won more work is \”no\” to build a proposal. You are not Indiana Jones. You should not enter the wilderness and come back with treasure. You are Gan Daofu.
Gan Daofu did a lot of surprise things. He fought with the terrible burning demon, and he pointed at everything, but Gandef worked in the team.
Gan Daofu works in a team.
Cooperate with potential customers to formulate a great proposal. Yes, I wrote a preliminary draft of a good proposal in Google Docs, but later I shared it and we completed most of them together.
The only two items they did not speak were pricing and timetable. However, both of them are not surprising. The pricing they hear is similar to the pricing they see in the proposal. They heard the time framework that matched the time framework they got in the final proposal.
If the pricing or timetable surprised them, it means proposal. This is your fault. Proposal is just a summary of all the contents you have discussed with potential customers. Take responsibility and have a better conversation next time.
It is said that it is not to let the customer audition
The goal that is not often said is not to be a primary woman. I have a client to come to me with such a story. Once the customer can talk to the development agency, they will be disdainful. This is the best service for your potential customers and existing customers. Words to avoid random interference by protecting your time,You can ensure the best job for current customers. You also have to ensure that the call time will not be distracted by other projects you should \”engage in\”. The time to protect you is like protecting other things that are important to you.
Try to convince customers to withdraw from the project to dig deeper to tap the value they expect. When you understand the purpose behind the project, you can ensure that you provide the value you need, not just what you think. As a consultant, your job is to diagnose and solve practical problems in their business, not just push the code on the page based on the task list.
Finally, to build a proposal by entering the wilderness without adventure, you can ensure that potential customers are devoted to this process from beginning to end.
Start setting the boundaries to win more work. Enjoy a more focused time to complete the work, your customers will treat you like an expert.
