partnering 4 profit

PARTNERING

PROFIT

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WHAT IS PROFIT?The money you make after expenses.

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the advantage or benefit that is gained from doing something.

PROFIT

BUILD THERELATIONSHIP

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10 STEPS TO A PROFITABLE

RELATIONSHIP

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CONNECT

1-

- Connect with your client by LISTENING to their needs. Make them recognize you as a creative problem solver with solutions to their needs.

- Right client, right fit

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DEVELOP TRUST

2-

As you listen to the needs and problems of your client, assess what is really needed.

Focus on solving the real problem at hand, not just what they have asked for.

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Create Belief Through PassionPassion is authentic, and needs to be felt.

By feeling and experiencing in your passion the rest will be justified and they will know that you are looking out for their best interests and not selling.

3-

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Remove BurdensCreate ways to assist your client and help them along their journey with you.

Good ideas get perceived as more work and the more work you put on your client the more you’ll push them away. Find a way to make this easy on them.

4-

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EducateThroughout this process you have been educating them on the culture, methodology and concepts of how you are going to make them shine, now it’s time for the gritty details.

5-

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RULES FOR A SUCCESSFUL EDUCATION5

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Don’t move too fast, be sure to stop and ask questions, and make sure everyone is on the same page before moving forward. Use your work to tell the story.

1

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Pick one path, stick to it dumb it down. No need to complicate your process with options that may end up causing confusion in the end.

2

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Provide solid resources and visuals. Don’t expect them to take all the notes or do the research on their own (burdens), Make it easy.

3

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Set a timeline and share it. Show them your task breakdown of the project and be clear with what each step means and their involvement required at the major milestones.

4

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Set clear expectations: define who is responsible for what (especially the client), what you need and when you need it by. Open-ended requests or statements leave a gray area that can damage communication. Be direct.

5

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Be PersistentFollow up regularly and continue to ask questions. If you hit a wall, fight to get in front of the right people to get on board with your agenda. You’re the expert, you’re the one with the passion–stay involved.Don’t rely on your contact to sell the idea for you.

6-

GET THE SIGNATURE

LET THE REAL“WORK” BEGIN

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Execute Above and BeyondThey’ve now signed. They believe you and trust in you to do what you said. Now is the time to prove yourself.

7-

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Stay on point

Use your team

Use their team

Do whatever is necessary to meet expectations.

Don’t criticize or condemn your client. They will feel it, and you need to get to friend status first. Then, when you get there, know when to lean in and lean out.

i.

ii.

iii.

iv.

v.

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Analyze, Adjust & ReportYour job is to and hit goals. Do so by any means necessary. Just because a plan was set doesn’t mean it can’t change. You and your team needs to execute and analyze. Identify what is working, what is not, and what is needed to hit goal. Adjust and do so.

8-

FRIENDLY REMINDERS

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Keep your client informed. Tell them what needs to be done and what you are doing with evidence of why.

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Hold yourself, your team and your client accountable to the goals set and their commitments.

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Report all progress and analytics monthly and regularly check in with your client to keep a continued dialog going.

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Grow Together

9-

Create new campaigns with additional efforts to supplement new requests or goals added.

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React appropriately (Don’t “knee-jerk”)

i. You all worked hard on this plan, don’t be quick to throw it away. ii. Things take time to catch hold. Remind your client and team of this and continue to add ideas and content to make it take hold.

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Provide new value, always. (Don’t get stuck in a stale routine)

i. Cycle through 4–9 again and upsell by providing solutions to challenges and burdens they bring to you.

ii. Never forget your own value.

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Don’t get taken advantage of. Now that the trust and belief is solidified you can’t give it all away–be cautious not to make this the norm.

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Put Your Client First and You Will Profit Together You’ve established a strong rapport with your client make sure you keep it going. Stay ahead of the game and anticipate their needs.

10-

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Challenge everything, and be consistent.

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Listen and respond to everything, whether you are the expert or not. They brought it up with you for a reason.

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Remember how this started, with the best solutions for their needs. You are not a yes man. Always do what is best for the client.

Be transparent to a fault. Humanity creates connection.

RELATIONSHIPS MONEY

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