Can I ask you a couple of questions? Great! Here goes:How many of you get most of your projects via word-of-mouth?How many of you target your ideal clients, pitch your services and close a high percentage of your prospects?I’ll bet my hat that most of you put your hand up to the first question. Am I right? Don’t feel badly, you’re in good company. As a business coach for creative professionals, I’ve learned that one of the biggest challenges my clients face is a resistance to ‘selling’ themselves. After all, if the work is good, shouldn’t it speak for itself? Unfortunately it doesn’t work that way. If you’re in business, you’re in sales.In my previous career as an agent for art directors, copywriters and illustrators, my job was to position the creative talent to brands and agencies, close the deal and manage the project from beginning to end. I learned very quickly that sales didn’t stop at getting the job. Taking a project from concept to production requires cooperation and buy-in from a lot of people, every step of the way. It’s ALL sales.So why are we so averse to sales? Because we’ve all been on receiving end of a pushy salesperson trying to sell us something we have no need or desire for. It feels invasive, uncomfortable and just a little bit sleazy, right? No one wants to be that guy or girl, so we avoid the whole ‘sales thing’ altogether and hope for the best.But if hoping for the best isn’t cutting it for you and you’re ready to build the career or business you deserve, I’d like to share my method for closing the sale with you. It’s the product of 15+ years of trial and error and I promise, you’ll still like yourself in the morning!1) Start with a great product or serviceIn my experience, I can only sell something that I know is top-notch and will add significant value to someone’s life or business. If you don’t feel that way about your product or service, go back to the drawing board until you do.2) Understand what makes you unique and what problems you solveA common mistake freelancers make is saying they can do anything for anyone. The theory being, if they cast their net wide, they’ll catch more fish. The opposite is actually true. When clients are looking to hire, they typically have a very specific need in mind, so it’s in your best interests to specialize. If you love working with foodie clients, develop that niche. Your work will become stronger, you will be happier and more creative and you can direct you marketing efforts to a niche audience.3) Know who your ideal client isNow that you’ve defined your niche, the next step is to learn everything you can about their specific needs and make sure your capabilities dovetail with those needs. To continue with the foodie client example: Are you looking to work with small businesses or larger, more established brands? A start-up may have more creative freedom, but have a shoestring budget and need a lot of hand-holding. On the other hand, larger clients have more resources, but may have quantity and production requirements that you’re not able to meet.Once you’ve narrowed the field, start building relationships with your ideal clients and letting them know how your services will benefit them.4) Create a marketing message that speaks to your ideal clientClients are much more likely to buy from people that they know, like and trust. Really get to know your ideal clients. What do they need? What keeps them up at night? What are their hopes and aspirations? Be generous with your expertise and offer solutions at every opportunity. Your ideal clients will ‘see’ themselves in your communications and pre-qualify themselves before you even get to a sales conversation.5) Package your servicesIf you want more clients, you need to make it really easy for people to work with you. Creating packages that are tailored to your ideal clients needs demonstrates that you understand and value their time and resources. If your services appeal to them, the sales conversation will be about which package they will buy, rather than if they will buy. No selling required!Not sure how to package your services? Start by learning what your clients really need (which is often different from what you think they need). This handy exercise will help you give exactly the information you need.6) Don’t stop shortOur fear of being sales-y can cause us to stop short, right before we close the deal. Once you’ve taken your prospect through your services, a simple, “Do any of those packages resonate with you?” will prompt them to respond and give you an opportunity to outline next steps and, hopefully close the deal.7) Remain unattached by the outcomeI’m a big proponent of setting goals for your business. Without them we have no incentive to push past our comfort zones and grow. But focusing too much on the target number, rather than the actual person, is the death knell to selling with integrity. Your goal is not to close just any sale, but to work with clients whose needs perfectly align with your unique services. I find that when I remain open and unattached to the outcome, I am more present and my words come from a place of integrity, not need. I’m not going to be the right business coach for everyone. If it doesn’t work out, it’s usually because we’re not a good fit.8) Stay in touch“Not now” isn’t the same as “No”. I keep a running list of people who have expressed an interest in working with me and check in every couple of months. People are busy and are usually happy that you checked in and reminded them that you’re there if they need you.I hope these tips will inspire you to take action and embrace sales. Remember, sales aren’t something you do to someone, they are something you do for someone. You are simply sharing your unique talents with people who have a genuine need for them. Act with integrity and watch the magic happen!If you need more guidance on how to position your services and get more clients, I’d be happy to chat. Call me!Justine Clay, Pitch Perfect Presentation – Business Coaching for Creative ProfessionalsJustine Clay has been helping freelance creative professionals build thriving careers for more than 15 years. As an agent for some of New York’s top-creative talent, Justine built a track record of making the perfect match with clients that include Vogue, Bloomingdale’s, Henri Bendel, Coach, Joe Fresh, Target, and West Elm.Pitch Perfect was launched in 2010 and born of the desire to share her expertise with a wider range of creative professionals and entrepreneurs. Through a series of clear actionable steps, Justine helps freelancers and creative entrepreneurs gain the clarity and confidence they need to identify what makes them unique, create an authentic marketing message and get more clients.
In a bid to ensure students of Delhi government schools utilise their energy in a constructive manner, students will now get free coaching in their favourite sport by academies and clubs which, in turn, will use the institute playgrounds for private coaching after school hours and during holidays.The aim is to provide an opportunity to government school students in sports coaching and maximum utilisation of playgrounds in the Capital.”No fees will be charged from any government students in this scheme. We are in touch with eminent sportsmen for this scheme, they will be consultants for it and quality academies will also be allowed to be partners in this scheme. The last date to apply for this scheme is January 29.”The government had last year decided to rent out playgrounds of 77 schools, run by it, to be used by sports associations and clubs to organise events during non-functional days.”The scheme was launched on a pilot basis, and now we have decided to take it forward. The academies, which will be using the playgrounds, will have to give free coaching to the students of the particular school,” deputy chief minister Manish Sisodia told reporters.The deputy chief minister said these playgrounds will span over an acre to ensure students get enough space to practice.In the coming days, the government is also expected to introduce policies which will provide students with the sports gear and types of equipment involved in the scheme.Sisodia highlighted that the government has taken into consideration the fact that students coming to government schools are often unable to arrange sports equipment as it involves high cost, making training an unaffordable.advertisement”They will be free of charge. However, 50 per cent of them have to be government school students in the national capital,” Sisodia said on Tuesday.During the pilot run of the scheme, 15 games were included.Delhi government has now decided to train children in as many as 31 sports, including badminton, basketball, boxing, chess, football, hockey, judo, kabaddi, volleyball, wrestling, baseball, athletics, squash, rugby, table tennis, taekwondo, softball, netball, skating, carrom, gymnastics, rope skipping, wushu and kho-kho, among other sports.”We will seek applications from sports academies and clubs for the purpose,” Sisodia said.The scheme comes days after the deputy chief minister approved international level sports complex worth Rs 122 crore in Najafgarh, which has received a nod from FIFA as well this month.The complex is being developed at Kair village in Najafgarh, and will have modern facilities for cricket, football, basketball, athletics, tennis and swimming. read more
New Delhi, Jun 18 (PTI) The Delhi Development Authority will hold mega yoga sessions at some of its biggest parks and sports complexes on June 21 to mark the International Yoga Day, officials today said.The session are slated to be held from 5.30 AM to 8.00 AM, the urban body said in a statement.Millennium Park, Inderprastha; Swaran Jyanti Park, Rohini; Sanjay Lake, Mayur Vihar; Maharaja Surajmal Park; Yamuna Sports Complex; Poorvi Delhi Khel Parisar; Chilla Sports Complex and CWG Sports Complex are some of the venue proposed by the DDA for the event.It is expected that about 3,000 citizens will participate in the yoga sessions at various locations, the DDA said.The International Yoga Day is celebrated across the world on June 21. The main event in Delhi would be held at the Rajpath.The events will be supported by Patanjali Yoga Samiti and Art of Living, the DDA said in the statement. PTI KND KND KJKJ read more
The Gunners had a 22-game unbeaten run, but they have lost three of the last six English Premier League matches.Arsenal is currently sitting in the fifth position of the English Premier League table.The Gunners have 12 wins, 5 draws and 5 loses.And after a 22-game unbeaten run between August and December, Arsenal has lost three of its last six EPL games.But coach Unai Emery believes he still has time to turn things around.“The idea is to get Arsenal back to where the club deserves to be, but it needs time,” Emery was quoted by France 24.Merson believes Arsenal should sign Sancho Manuel R. Medina – September 14, 2019 Borussia Dortmund winger Jadon Sancho might be the perfect player to play for the Gunners, according to former England international Paul Merson.“At Arsenal, it’s maybe the first time I feel that I have the support to build up from the bottom in order to get where we want to be.”“It allows us to work more for the long-term ?- or at least, ‘long-term’ in football terms. It supports the kind of work we want to do at this club,” he added.“At certain times, you have to provoke friction with footballers.”“From that friction, you can get something more out of them, something from inside, a greater sense of ambition or maybe even a complaint ?- a complaint regarding the team can be positive,” he commented.“As a manager, you have to be careful because that friction can break a relationship. But I believe in always looking for more, both individually and collectively.” read more
If you happen to witness fear and trauma in the life of your loved ones or even strangers, chances are that a change may occur in the information flow in your brain and lead to post-traumatic stress disorder (PTSD), researchers have said.PTSD is an anxiety disorder that can develop in some people after they experience a shocking, scary, or dangerous event.However, it does not stop at direct victims of illness, injury, or a terrorist attack, the researchers said. Also Read – Add new books to your shelf“It can also affect their loved ones, caregivers, even bystanders – the people who witness or learn about others’ suffering,” said lead author Alexei Morozov, Assistant Professor at the Virginia Polytechnic Institute and State University (Virginia Tech) in Roanoke, US. The findings showed that prefrontal cortex – the part of the brain responsible for empathising and understanding the mental state of others – physically changes after witnessing fear in another. Also Read – Over 2 hours screen time daily will make your kids impulsiveTo test this, the team measured transmission through inhibitory synapses that regulate strength of the signals arriving in the prefrontal cortex from other parts of the brain in mice who had witnessed a stressful event in another mouse.The results showed that “observational fear physically redistributes the flow of information”. “…And this redistribution is achieved by stress, not just observed, but communicated through social cues, such as body language, sound, and smell,” Morozov said. This shift may potentially enable more communications via the synapses in the deep cellular layers of the cerebral cortex, but less so in the superficial ones. It is not yet clear exactly how the circuits have altered, only that they have indeed changed, Morozov noted.“Once we understand the mechanism of this change in the brain in the person who has these experiences, we could potentially know how something like PTSD is caused,” Morozov said. read more
Kolkata: The Railway Board has cleared the fare chart for the city’s upcoming East-West Metro service which is expected to kick start before the Lok Sabha elections.The tariff structure approved by Railway Board says that a commuter will have to pay Rs 5 for travelling up to 2 km while up to 5 km the fare has been fixed at Rs 10. For 5-10 km a commuter will have to pay Rs 20 and for 10-16.5km the fare will be Rs 30. According to the sources in the Metro railways, the East-West metro services between the stretches from Salt Lake to Sector V will be made operational before Lok Sabha elections. The operations of Phase 1 would be covering a distance of 5.8 km between the Sector V and Salt Lake Stadium. Also Read – Bose & Gandhi: More similar than apart, says Sugata BoseFor the existing metro corridor between North and South, the base fare is Rs 5 and the commuters now can travel up to 5 km at the base fare of Rs 5. But in case of East-West Metro, a commuter can only travel up to 2 km by paying the base fare of Rs 5 instead of up to 5 km in the North-South corridor. As the distance between two East-West metro stations is 2 km or more, one has to pay a minimum Rs 10 if he/she desires to travel to a destination which is just two stations away. It can also be mentioned here that in the case of existing Metro service around 34 percent passengers belong to the segment of Rs 5 as they travel up to 5 km. But in case of the forthcoming East-West Metro corridor most of the commuters fall in the Rs 10 segment. According to Metro Railways, the new metro services will be based on the most advanced technology and the signalling system would be at par with those being operated in Sanghai. The most advanced signalling system will help Metro railway officials to run trains at a frequency of two and half minutes. read more
Hey Alexa! Please play ‘Bhaja Govindam’ by M S Subbulakshmi, goes the command every morning at my home and Alexa takes no time in obliging, playing the song by the legendary Carnatic vocalist as breakfast begins to roll. This has become a routine at millions of Indian homes, indicating a clear trend about voice becoming the next conversational platform between people and devices. As we head toward a world where data-driven machine intelligence powers conversations between brands and consumers, Indian consumers are now ready for this, frequently using smartphones to interact with brands and coordinate tasks. Also Read – Add new books to your shelfAccording to Forrester, mobile penetration has allowed rapid, leapfrogging acceleration among metropolitan Indian online adults in the uptake of wearable devices and other smart technology. Nearly 54 per cent Indians now use at least one wearable device. The smart home is at a similar turning point: 30 per cent use a smart TV, 16 per cent use a voice assistant speaker and 36 per cent use smart home devices like Internet-connected thermostats or home audio systems. Also Read – Over 2 hours screen time daily will make your kids impulsiveAccording to Meenakshi Tiwari, Forecast Analyst at Forrester, most of the digital consumers in India today are mobile consumers, doing multi-tasking on the go. “Voice has much bigger role to play in the circumstance, which is further verified by the fact that 28 per cent of search queries in India are done by voice, and Hindi voice search queries are growing at over 400 per cent year on year,” she said. “Smart speaker will also play critical in this direction which is evident from their increasing shipment and time spent by consumer on it,” Tiwai added. According to market research firm International Data Corp (IDC), the smart speakers’ category in India, led by Amazon, grew 43 per cent in the second quarter of 2018. “I personally believe that voice as a platform is going to lead next wave of content searches, social conservation, and eventually, it will also become the medium of commerce, said Jaipal Singh, Senior Analyst, IDC India. We already have voice-enabled devices which help us set routines, automate home appliances and provide on-demand information. “In terms of devices install base in 2018, it has significantly improved as vendors have shipped a set of new devices ranging from mobile phones, ear pods, TVs and smart speakers with voice assistants feature enabled on them,” Singh said. This novelty feature is really attracting a wide segment of users and obviously, millennials and Gen Z are leading the adoption as they are more comfortable to experiment with new technology. According to Singh, smart speakers are very popular among the kids who mostly use those for educational content, listening mythological stories quizzing and playing games. There are still concerns on users spending time with voice assistants as it is yet to get the desired traction in India. However, refined use cases with localised experiences are expected to lead the desired growth of voice-based devices in the coming years. read more
Listen Now Flappy Bird fanatics powerless to escape the chart-topping game’s addictive grip may soon experience an unforeseen reprieve.Despite earning a reported $50,000 per day off of the simply designed and unexpectedly difficult game, developer Dong Nguyen tweeted this afternoon that he would be removing Flappy Bird from app stores in less than a day’s time. I am sorry ‘Flappy Bird’ users, 22 hours from now, I will take ‘Flappy Bird’ down. I cannot take this anymore.— Dong Nguyen (@dongatory) February 8, 2014 Nguyen clarified that, “It is not anything related to legal issues. I just cannot keep it anymore.” Adding, “I also don’t sell Flappy Bird, please don’t ask. And I still make games.”Related: Look Out, Candy Crush: Flappy Bird Is the Latest Craze in Mobile GamingIt is still unclear as to why Nguyen is erasing the game, which remains perched at the number one position on both the iTunes and Google Play app charts.However, some have speculated that he boosted the game’s popularity and ratings through fake accounts and is now facing legal action. Or else, that the sudden and intense public response was simply too much for him to bear.The game was initially uploaded by Nguyen’s one-man Vietnamese studio, dotGears, in May, but only recently rocketed to widespread acclaim. It is a free program that features ads, but does not offer in-app purchases like other popular games, including the immensely lucrative Candy Crush Saga.In the game, players must continually tap on their touchscreens in order to navigate a bulgy-eyed yellow bird between green pipes — not unlike those traveled by Super Mario himself.Nguyen is also the creator of two other games, Super Ball and Shuriken Block — third and seventeenth on the iTunes free app charts respectively — whose fate remains intact for the time being.Related: The NSA Is Using Angry Birds to Spy on You Hear from Polar Explorers, ultra marathoners, authors, artists and a range of other unique personalities to better understand the traits that make excellence possible. 2 min read How Success Happens February 9, 2014 read more