Surfacing Unspoken Objections— No time to whine about a loss— The Conclusion pt. 4 |
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We wrap up the lessons we learned in losing a million dollar pitch/proposal. The series finale.
https://youtu.be/Q7U8Tzt0Qv0 ep. 3 https://youtu.be/VMirFYktjSA ep. 2 https://youtu.be/3LSk_YXpldc ep. 1 1:09 Life and Death. 2:20 Getting thrown curve balls. 3:05 Unclear resolution to the call. 4:29 Did the clients read the proposal? 6:39 Be ready for anything. Let go of having a prepared script and adapt to what the clients are saying. 9:20 We demonstrate our expertise by having an informed dialogue with the clients. Ask great questions. 10:15 Know the objections your client is going to have in working with you and bring them up first. Raise the objection first. 13:38 Surface the unspoken objections. 14:23 Be in the moment. Say what you think. Blair Enns, author of "The Win Without Pitching Manifesto". 15:41 Listen intently. Don't listen to respond. 17:43 Don't "Want the job" or be too eager. 19:59 Timezone Objections - We will readjust our schedule and assign a team to work on your time. 22:00 It's not about the money - it's about making clients feel comfortable. 22:44 Finding who the decision maker in the conversation 25:25 Our goal is to be the least risky option 26:30 Giving Specific Answers for Specific Questions (Only when they ask) 28:22 Final Thoughts Skillshare Affiliate link: http://skillshare.evyy.net/c/375188/298081/4650 Want to get your logo reviewed? Submit here: https://www.facebook.com/theFuturisHere/posts/617496581781398 Get the typography manual here: 📕 https://www.thefutur.com/design-students-build-first-portfolio-get-first-design-job/ Essential reading/book list from Chris Do. 📕 https://www.thefutur.com/essential-reading-creative-professionals-booklist/ Stop Stealing Sheep & Find Out How Type Works, Third Edition 📕 http://amzn.to/2pvpSVx _ Listen to the Futur podcast on iTunes: 🎙 https://itunes.apple.com/us/podcast/the-futur/id1209219220?mt=2 Android Stitcher: http://www.stitcher.com/podcast/aaron/the-futur Google Play: https://play.google.com/music/listen?u=0#/ps/Itg3hr5bs4a54w73o2toxcr4vhe Sound Cloud https://soundcloud.com/thefuturishere 🔹 HOW TO SUPPORT THE FUTUR: Purchase a Kit: https://www.thefutur.com/shop/ subscribe to the secret and private Master mind group on FB with bi-weekly webinars & exclusive videos not released anywhere else. 🔹 Music on the show from Art-list.io http://goo.gl/22VpQi 🔹 Use our Amazon Affiliate Link: http://astore.amazon.com/chrisdo-20 Buy useful design tools from Creative Market: https://creativemarket.com/?u=ChrisDo _ Connect with us online: 🔔 http://thefutur.com https://www.facebook.com/theFuturisHere/ https://twitter.com/thefuturishere Need brand strategy help? Visit Blind LA’s WEBSITE: http://blind.com Connect with Chris Do: https://twitter.com/theChrisDo Twitter https://www.facebook.com/BizOfDesign https://www.instagram.com/thechrisdo Credits: Executive Producer– Chris Do Host– Chris Do Director– Aaron Szekely Cinematography– Aaron Szekely Editor– Stewart Schuster Show Open– Matthew Encina, Julia Wright Futur Theme Music – Adam Sanborne http://www.adamsanborne.com Annotations– Isaiah Nwukor Typefaces: Futura, Din Futur theme song— Adam Sanborne === *By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you. |