Monday, October 26, 2009

When to Just Say No

We’ve all had them. A proposal that goes nowhere—sometimes the very one you’ve worked the hardest to win! In this economy especially, you can’t afford to waste time with the wrong prospects. Consider these 3 signs that it’s time to decline to propose.


You can’t get them to their goal

A good advisor always starts by helping the client clearly articulate their goal(s). But if you can’t align your delivery with their vision (and reality), it’s a match doomed to failure. Better to make an effective referral under these circumstances--good for the client AND it builds goodwill for the future.


Their focus is on cost vs net results

Listen carefully when a potential client speaks about costs. Is their focus on fixing a cost issue? No problem—if you can help. But if their focus is on your fees independent of results, you haven’t demonstrated your value. They won’t hire you unless/until you can show them a clear win.


They haven’t tasted success

When most early conversations are littered with all the reasons why past projects or consultants didn’t work, beware. What about you—your team, your process—is going to truly produce success in their eyes? Ask yourself and ask them. If you can’t draw a straight line to their success, refer them to someone who can.


The conclusion? Time spent on no-win proposals is better spent developing your “sweet spot” clients.

Monday, October 19, 2009

Are You Ready For Your Close-up?

My last post unleashed some angst about capturing the perfect business photo. Let’s face it—for most of us, having our picture taken is right up there with having a root canal or an IRS audit. So I consulted with Harvey Lewis, producer of over 1,000 commercials and films globally, to bring you 5 tips for staging a great photo shoot:

#1. Choose wisely.
Your best bet to engaging a great photographer is through referral. Who do you know with a great photo? Lacking that, google portrait photographers in your area. Peruse their sites and see whose shots you like best. Pick at least two favorites and interview them to test your comfort and chemistry.

#2. Ask some key questions.
How will you work with me to get the best shot? How will you ensure my photos will be current and relevant? Can you show me examples of other business photos you’ve taken? Will you arrange hair and/or make-up artists for me and how much will it cost? Relax gentlemen, I suggest this for women only. Ladies, investing in professional help will ensure your photo looks natural, like the best version of you.

#3. Share yourself.
Before the session—articulate 3-5 key words that you’d like your photo to evoke. Smart? Warm? Energetic? The more specific, the better. Tell them about your work and how/where you’ll use the photos. Discuss your usual business attire and listen carefully for their suggestions on which colors, patterns, items will photograph well or should be avoided (vertical stripes, for example, are usually a no-no).

#4. Find your inner supermodel.
Really. Bring several changes of clothes AND accessories. You and your photographer can experiment with various combinations. Be creative—bold jewelry for women and striking ties for men can photograph well. Trust your photographer and try different positions—sometimes the best shots come from what feels unnatural. There’s always the delete option.

#5. Learn from actors.
Ever wonder how actors can laugh and cry on command? Try using their sense memory technique during your shoot. To keep a genuine smile, think about a time, a place, a sound/song when you were truly happy and imagine yourself there. Don’t believe it? Try it in the mirror and see the difference.


Remember, the goal is an authentic photo, capturing what’s unique and engaging about you. Do your homework, then relax and trust your photographer. You might actually enjoy it!

Monday, October 12, 2009

Picture This: What Does Your Photo Say About You?

Consultants and advisors are used to building gravitas—showing their smarts to the right buyers. But posting a snazzy photo? Not so much…

Social media is changing how people meet and engage their advisors. If a client (or referral source) meets you on-line first, they will make a snap judgment from your photo.

The old headshot just doesn’t cut it anymore. The right photo is the one that gives the viewer an authentic preview of the real you. A few things to consider:

Stuffy is out. That highly posed studio shot where you look exceedingly awkward, and anxious to be anywhere else? Ditch that. You can look smart without looking stiff.


Lose the yearbook shot. You know the one. You haven’t looked like that in, oh, about ten years. Be sure you look relevant. And current.


Multiples don’t make you more captivating. Yes, your wife, husband, son, daughter, dog, cat are incredible but they don’t belong in your professional profile photo. Save those for your friends.

The bottom line is this. Spend the extra dough to get a great photographer who will work with you to bring out what’s real and fabulous about you. You won’t regret it.

Monday, October 5, 2009

How To WIN A Client In 10 Days

After my last somewhat tongue-in-cheek post, I received one recurring response: tell us how to WIN new clients in 10 days. So here you go.

The fastest way to win a client—hands down—is by referral. Powerful stuff, referrals—you walk highly recommended into that first meeting with a client who has already decided they need help. Sounds good, yes? Consider these three keys to increasing your referrals:

BE KNOWN
Before someone can even think about a referral, they must “know” you. But don’t limit yourself to those you know from in-person experience. A referral source might “know” you from reading an insightful article you’ve written or a social media post (think LinkedIn group discussions). You might have only chatted by phone—but if it was positively memorable, it has the ability to spark a referral.

BE LIKED
No shortcuts here. Your referral sources need to connect with you personally and genuinely like who you are. They will look to your willingness to share information and help others, especially them. Do they like interacting with you? Do they learn something or feel better about themselves and their work after speaking with you? Kindness counts, just like your mother said.

BE RESPECTED
This points to your values and your point of view. You can be provocative—ideas are after all an advisor’s stock in trade—but you must also be respectful. Offering your wisdom or insight in a consistently authentic way helps to build respect and trust. Reliability—when combined with talent and likeability—will generate referrals.

The 10-day advice is this: make a list of those who know, like and respect you and ask them to consider referring you. Listen carefully—their responses will tell you if you have work to do. Not a big enough list? Then it’s time to start putting yourself and your ideas out there and connecting with like-minded folks.