Happy New Year! 

You may know what to do to prosper in the year ahead.

But do you know what not to do?

If you want to have a great 2008, DON’T…

+ think your work will sell itself.  Everyone does good work. Your top priority should be to sell yourself.

+ go after ”customers.”  Seek “clients,” instead. A customer wants a chair, a client wants a long term commitment.

+ give up too soon. Less than 4% of sales are made during the first contact, but more than 80 per cent are made by the eighth. “No” may just mean “Not yet.”

+ focus on a client’s “budget. “They don’t know what it is. Force them to pick a random number and you do them — and yourself– a disservice.

+ worry about price objections. Welcome them. Prospects have to be somewhat interested if they question your price.

+ quote fees over the phone. Face -to- face meetings are the best way to present  fees.

+ settle for a second rate website. You’re better off with no web site than a bad one. Get your site right, and it will work wonders.

+ forget to “upsell.” If you don’t ask about other rooms, projects, and upgrades, you leave something important on the table: money.

Here’s to a Great ‘08!