Articles from 05/2013
For most of my life, I’ve wanted to start my own business.
One of the few classes I really cared about in college was “Entrepreneurship in the Music Business,” and I even helped a few small companies grow. But other than a few half-hearted attempts at starting record labels with friends, I’ve never had the support or means to take the leap.
I almost followed this same path again by taking a job offer in San Francisco with a growing startup, but this time it felt wrong. Moving to San Francisco felt like running away from something instead of running toward an opportunity.
How well do you finish projects?
Many of the moments worth creating for your clients come at the very end of a project. You throw in a surprise for free. You create a few extra designs to leave them smiling. You put in a couple of extra hours to make sure that the new website, marketing collateral, or logo gets that special coat of polish.
People remember the last 2%.
When you stop to think about ways to grow your businesses and increase profits, you probably think first about how to get new clients. I propose an easier path.
Over the last four years, most of the growth in my business has come from selling to the clients I already have! I don't have to go from cold to sold because I've already established trust. I know their brands. I know their cultures. I know their communication style (for better or for worse).
And the devil you know is better than the devil you don't. Here are two tips to help you sell more to your current and past clients.
This week's money making idea isn't mine, and it also doesn't come from Nate's or Jon's impressive brain. They heard this idea at LessConf back in April from a guy who works for a large DNS management company. He told them that he writes long, personal, and goofy emails to prospective clients.
"But people don't read long emails," you might be thinking.
"And people don't like to be stalked online."
"And you have to be uber-professional when you're reaching out to high-dollar clients. Being funny can only get you so far."
Until I heard the DNS guy's stories, I would have agreed with you. The email equivalent of a cold call would seem like a long-shot.
Yet the guy had landed huge contracts this way.
Courting clients works!
And the more I delved into the concept, the more punch-me-in-the-face obvious it became.