Putting it all together"?¦
By now you´ve a gotten to the right person, asked the right probing questions, determined the need of the prospect and set the appointment. Here are a few final thoughts"?¦.
"Can you put something in the mail to me"?
If a prospect wants info, by all means send it to them. But be sure to tell them that one brochure won´t reflect your firm´s full capabilities. Ask them if it would be all right to stop by and show them your portfolio instead as it will give the prospect a better "feel" for your work.
Be sure to have samples on hand to leave with the prospect. This is one of the few times a prospect will actually keep literature or information on your work. Think of it as your calling card.
Send updated samples as often as you can because styles, tastes and creative directors change often.
Be persistent. Sometimes you need to call a prospect many, many times just to get an appointment. If the prospect is really interested they will understand your need to keep your name in front of them.
Be flexible. You may need to adjust your prices a bit per client particularly if the fees are out of their budget.
Call. call. call. call. There is no way around cold calling so buck up and just do it. What you´ll notice is that momentum will build and you´ll realize you have more prospects than ever before.
Breathe. If you get overwhelmed it will block you creatively and financially. So remember to pace yourself.
Follow up on all literature, e-mails and correspondence. Nothing will slow down your business faster than sending info and forgetting to follow up on it. And when you do, remember to ask"?¦
Did you receive the info? (Just because you sent it doesn´t mean they got it)
Have you read it? (Just because they got it doesn´t mean they´ve read it)
What did you think about it? (You want to know the prospect´s thoughts)
I hope that this series has given you ideas for putting your design firm on the right, creatively and financially. Good Luck
Tony Wilkins is the author of "Telemarketing Success for Small and Mid-sized Firms available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column ,please contact Tony Wilkins at firstname.lastname@example.org