At a recent Rainmaker Academy Workshop conducted by Troy Waugh and Angie Grissom on the topic of “The Value of Growth, Building a Personal Development Culture & The Power of Pyramid,” this big question was challenged and put up for debate: With 100 hours to sell your services, what could you do? Everyone has a different answer; whatever your answer may be, how would you go about putting that time to work? Think: “Don’t just grow, outpace your competitors!”
Waugh and Grissom commented: “the big area for growth potential is the time you are currently spending on such activities as: performance evaluations, planning and scheduling” and “if partners attract $50,000-$100,000 a year in new business, it compounds and causes firms to grow.”
According to these rainmaking gurus, everyone can help the firm to grow. You basically have the three levels of people who bring in business: Mist Makers, Rain Makers and Storm Makers.
What happens in a professional firm that is not growing? Costs are cut and people leave. What happens in a professional services firm that experiences steady growth? Buzz builds and they get the best talent.
Time Management Tips from Troy
1) Attack the ugliest duty first thing in the morning
2) Plan every day in advance
3) Know how to handle interruptions
Revenue Action Plan
Focus on the Top 7 in Each Category:
>Clients
>Prospects
>Referrals
The Three Growth Strategies
1) Sell to your “A” clients as if they were your “A” prospects
2) Sell to “B” clients—turn them into “A” clients
3) Target “A” prospects
Client Notes
>68% of clients leave due to individual treatment
>With clients, there’s a huge difference between SATISFACTION and LOYALTY
>What do clients want? You to understand their business!
On a final note, Troy Waugh voiced these gems: “what you do with non-billed time is your future” and “the interested introverts are the accountants who can sell.”
You now have even more to think about…
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