The WAV Group had researchers pose as consumers and make inquiries with real estate brokers.
They found that:
- 48% of buyer inquiries were NEVER responded to.
- Average number of call back attempts after the initial contact was 1.5
- Average number of email contact attempts was 2.07
- Average response time was 917 minutes (or 15.29 hours)
Their results are about right for technology consultants as well, in my experience.
Let’s take a quick look at what happened in ITCL-land last week, as well as any particularly ITCL-relevant items posted elsewhere that we didn’t already cover this week:
Stay tuned for next week! In the meantime, follow me on Twitter and subscribe to the weblog feed (RSS | Email).
P.S. Completely unrelated, but if you happen to drink coffee you might appreciate this post on my other weblog, just for fun.
Paul Jarvis, writing for 99U:
There are certainly times when we want to turn into the freelance version of Donald Trump, screaming “You’re Fired!” at everyone we disagree with. But the truth is, we deserve the clients we get. Bad clients aren’t the result of some cosmic force working against us, they’re more likely the result of our own actions.
Frustrating clients are the result of some misstep we’ve made along the way. To do our best work and work with the best people, we need to be diligent in our relationship with our clients.
His suggestions on how.
IT Consultants Need To Be Multilingual
Alan Weiss, on IT consultants, for ContrarianConsulting.com writes:
Just this morning, an IT consultant complained that I was unfair castigating IT people for not being customer-oriented, and he prided himself on being a “level three” service provider, or some such thing. Right in his letter of complaint, he was being obscure. He was speaking his language, not mine, but expecting me to adapt to him. Is level three good or bad? Who cares?
Consultants need to speak their clients’ languages. Bankers talk about defalcations. Insurance people will cite “churn.” Hospital management is concerned with capitation.
You get the idea. Do a little homework so that you’re talking in terms the client or prospect is accustomed to using. Don’t talk about “OD interventions,” “Maslow’s hierarchy of needs,” or “hygiene factors.”
Most sales are preceded by the ability to communicate effectively. Most referral business comes from delighted clients who have been heard. So please stop telling me to reboot.
Today we’re going to talk about a simple email that triggers referrals and inquiries from your existing professional and personal network. It is amazing both in its simplicity and effectiveness.
It’s a great way to get started out – and it can even be reused periodically to generate new referrals and inquiries. That’s how I still use it.
This technique has directly generated tens of thousands of dollars of freelancing income for me. Indirectly it’s likely accountable for a bit more, but I can’t determine that for certain. Continue reading How to Trigger New Business – When Starting Out or Already Established
Karen E. Klein did a solid interview with Alan Weiss on the topic of “Why Self-Employed Consultants Fail”
Many former executives who have been downsized or have taken early retirement in recent years are consulting today. Rather than making a healthy profit, most scrape by or fall on their faces, says Alan Weiss, president of Summit Consulting Group in East Greenwich, R.I.Weiss recently wrote The Consulting Bible, a how-to on establishing a lucrative practice. Weiss, whose 1992 book, Million Dollar Consulting, is in its fourth edition, spoke recently with Smart Answers columnist Karen E. Klein about what it takes to make a solo consultancy thrive.
Read the interview here.
Patrick McKenzie recently shared a thought provoking piece entitled Productizing A Freelancing / Consulting Business. If you enjoy it, you may want to also get on his mailing list or read some of his most popular blog posts, several of which have great lessons from his software consulting activities.
Ran across this article from Rhonda Abrams. Some good reminders.
How to lose a client in 7 easy steps
Today is my birthday.
(That really isn’t relevant, but it seemed like a good way to open today’s blog post.)
The other day I ran across an article in the current issue of Inc. Magazine (thanks to Ryan Healy for mentioning the article so I would take a look at it). Last night I finally got around to pulling up the article online and to reading it through this morning.
The article caught my eye because it is by Jason Fried of highly successful 37signals, but it kept my attention because he starts off early on in the article by stating a principle I’ve long held (in fact I based the founding of the IT Consulting Success Strategies community upon it). Jason states it like this: Continue reading Making Money != Starting a Business
I started using a nifty tool around a year ago call Rapportive. It works with Gmail.
Rapportive shows you information about your contacts — collected from social networking sites like LinkedIn.com and Facebook.com — adjacent to the body of their email message. If gives you at-a-glance visibility into their professional and social networking details, without requiring you to collect and/or look it up. Continue reading Nifty Tool for Gmail Users: Rapportive