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A Prospect Isn’t a Customer

A Prospect Isn’t a Customer

I used to get excited when I started out when I got a lead or a prospect. Wooo hooo a new customer. Emm nope. A lead isn’t a customer. They may end up being one and you should work your little tail off putting great proposals, processes and communications in place to ensure that they turn into customers. But you should contain your excitement.  If every lead you got DID turn into a customer then you could start woo hooing all day long but usually it is a small percentage. Here is how I at least try to transform leads into customers. Don’t Be Lazy and Forgetful When I get a lead through whatever medium I reply to them really really quickly.  The reason is that I tend to forget them  if I don’t pump them into my process right away (less so now with Pipedrive) and unless I hop on...

How To Grow Without Actually Growing

I emailed 200 website companies recently.  I won’t bore you with the statistics of their responses but of the responses 3-4 told me they were too busy to take on work at this time. I find this hard to comprehend.  I understand why.  They have well paying, time consuming projects that are keeping them busy and don’t want to take on any more. But don’t they want to make more money?  If making more money doesn’t interest you then stop reading but if it does read on. How I Started Out When I first started creating websites for customers as a sideline business I was also working a full time job.  I would like to tell you that I slaved into the night working on projects after a long hard day at the office.  OK I did quite often, but after a year or so doing this I realised that I couldn’t sustain this every single day...

Keep Your Pants On (Customers v. Leads)

Keep Your Pants On (Customers v. Leads)

I used to confuse leads with clients.  I would get contacted by a potential lead.  We would discuss their project through various mediums, phone, emails and face to face. I would get a little excited about the project.  But a lot of the time the project didn’t happen for many different reasons. I used to get confused between a lead and a customer.  Here is the difference between a customer and a lead. A customer has paid you a deposit. One of my top tips (soon to be in a book of the same name out in 2024) is don’t do a scratch of work till you get a deposit,  If you have started projects without deposits in the past then you are an idiot. So don’t do a thing till the money is sitting in your account.  I don’t care if the cheque is in the mail. My parallel tip to this is don’t...

Tick Tock – Your Time

Tick Tock – Your Time

I was lucky enough to get two calls yesterday in a traditionally quiet week for me.  Both calls ended up with a chat where we discussed them coming to my office.  Those who read the posts here know I rarely if ever go out to meet prospects. My calendar for this week is empty bar 2 calls with US clients.  In the past I would have said just that but instead I suggested 2 times later in the week.  I also use Calendly for booking my calendar but these guys were not really technically literate and this approach can scare them off. Why? Its all about looking needy.   I don’t care if you are living off of Cheerios in January but you need to project a solid responsible company persona all the time, even if the  company is a total of one.  I don’t mean a suit and tie and pocket protector but a...

Saving Seconds

Saving Seconds

“Work Smart – Not Hard” I remember nearly 25 years ago working in the US in one of my first jobs I worked a full day editing some raw data to create a long structured report.  After about 4-5 hours work one of my colleagues came to me saw the report and asked if I had used the Perl scrip to create it.  I looked at him with despair in my eyes. There’s a Perl script to do this? There was and running it created the same result in about 5 seconds.  The task in question was something that in the following year (using the script) I did countless times often several times a day. Since then I have become addicted to trying to do mundane tasks quicker. Whenever I have a repeatable task I immediately ask myself if I can do it quicker or automate it in some way. The mistake you...