Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Where Does Your Business Come From?

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santa-marking-checklist-21785140Earlier this week I was challenged to make a list of all my clients in 2015 and identify the referral source for them.

It was a GREAT exercise that I don’t know why I haven’t done before, or with regularity! I included clients I’ve been working with for a few years, not just ones acquired this year. I knew exactly where each client came from. Networking, referrals, and my newsletter were my major sources.

And, now as I move into 2016 I know where to focus my marketing efforts. I’ll continue to attend those networking events that are bringing me business, I’ll continue to work with those referral partners who send me new business and will refer back to them as well. And that monthly newsletter will continue to be monthly.

In this last month of the year, it’s a great time to take 15 minutes and make a list of all your clients from this past year, and where they came from. You may be surprised at the lead sources, you may not be. But making the list and seeing just how much business someone gives you is a pretty good gift to give yourself this time of year.

How to Ask for a Favor

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asking for a favor
Hank waiting patiently for his turn

A while back one of my favorite debate students texted me and asked if I’d be a reference for her. I said of course, just let me know so I make sure to answer calls in that area code (I don’t usually answer #’s I don’t know). She texted me that she had sent references, I got a call the next day, and over the weekend she texted me that she got the job! Hooray!
I love when people complete the circle. I do a lot of referrals and introductions to jobs and then never hear from them again. It’s frustrating.
The other day I got an email from someone I don’t recall meeting, who referred to me by a nickname for my name which I have never used (strike one). This person then commented that they love my blog and newsletter and in the same breathe asked how Hank was doing…So now you’re just lying to me. And of course a resume was attached asking if I could make an introduction to someone at a firm this person is interested in.
I’m sorry, but there are many strikes on this email before they ask for the favor!
I love helping people out and especially young professionals on the job hunt. BUT, please make sure to do your job and make it easy for me.

  • Remind me how we met
  • Use the name the person uses (if everything is signed Michael – then don’t use Mike – unless you’ve met and know for sure it’s Mike)
  • If you compliment something they do (ex: blog/newsletter) make sure you’ve read the most recent ones (both my newsletter and blog this past week mentioned Hank’s passing)

No Disclaimers

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disclaimer!Earlier this week I heard my pal Nikki Rausch at Your Sales Maven speak. Selling Without Being Salesy is a topic near and dear to my heart and it was so great to hear her advice. Nikki says the #1 Mistake to Avoid when selling is:

No Disclaimers

Preach woman! As she says, you’re robbing us from having an authentic experience here. We are now distracted by whatever your excuse is (I have a cold, kid’s sick, I left my notes at home, I’m nervous, etc.) whatever your disclaimer is – take a breath and keep it to yourself. Text your significant other or BFF and tell them, but please don’t distract your audience or client or prospect.

This has been a bigger challenge for me lately with the passing of Hank. I took a few days off, I eased into work with clients who know me well and I did the work I knew I COULD do. But I also knew not to schedule many meetings or appointments that were going to be overwhelming for me. The mascot of your company passing away is a pretty big disclaimer, and then I end up talking about when their dog died 10 years ago. I appreciate making the connection, and I want to make sure it’s not taking either of us out of the situation at hand.

I’m lucky to have amazing clients who understand and are giving me grace this month. And the two new clients I’ve started working with are so wonderful and I’m doing my best to not use disclaimers! How about you? What are your disclaimers? Start paying attention – and email me if you need to dump that disclaimer somewhere before your next meeting!