Maximize Your Resources – Part 2
Last time we highlighted the first three areas to work through in maximizing your current resources. They were: • Recognizing the obvious • Unconventional breakthroughs • Facing the facts Today we’ll cover the next three, which are: • Revealing the soul of your business • From breaking even to breaking the bank • Standing up […]
Maximize Your Resources – Part 1
Over the next few posts we’re going to discuss how to take a hard look at your current resources and get the most out of them. This can help your capital go further and increase your profit margin. Today we’ll cover three different ways to maximize what you already have. These include: • Recognizing the […]
5 Killer Mistakes – Part 3
The last 2 posts covered the first four of the killer mistakes you could make that will not only make you lose your big fish, but possibly your entire company. Today we’re going to explore the fifth killer mistake: Up Cash Creek Without a Paddle Even when business is good, there’s still a chance of […]
5 Killer Mistakes – Part 2
In the last post we covered the first two of the 5 biggest mistakes you can make in dealing with big fish clients. Today we’ll cover the third and fourth ones: Taking on More Than You Can Handle and All Your Eggs in One Basket. Taking on More Than You Can Handle When you take […]
5 Killer Mistakes – Part 1
There are 5 big mistakes that will kill a deal with a big fish. They are: 1. Not meeting the client’s expectations; 2. Mishandling a client crisis; 3. Taking on more than you can handle; 4. Putting all your eggs in one basket; 5. Up cash creek without a paddle. Any one or combination of […]
Keep Up the Momentum
The last post focused on negotiating with your big fish and how you can nurture and build on the relationships you are creating. Today we’ll discuss the power your fish has and how to utilize that for your benefit. One of the most important aspects of this is to keep your cheerleader cheering. This refers […]
Bring Them Flowers
There are a few things you must do to prepare for your first face-to-face meeting: • Make a list of what you want to accomplish during the meeting; • Anticipate potential concerns from the client; • Check to ensure you are completely prepared; • Listen more than you talk; • Bring support staff with you; […]
Who’s Your MVP?
The previous post dealt with making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to cover feeling out the personality of your prospective big fish in order to match the right salesperson to the fish. You need to do this in two steps: 1. Profile […]
The Perfect Bait
Our last post covered how to learn about your big fish and prepare for your initial contact with them. This first contact is essential to your success so you will need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price, and […]
Untangle the Red Tape
In our last post we covered how to bring the big-company mindset into your business and your team. This will help you overcome the mental obstacles that will keep you from being successful. Now that you’ve learned how to overcome that, we’re going to discuss how to identify who your fish is. It is important […]