Summary of O SEGREDO para EVITAR CLIENTES RUINS ao VENDER DESIGN
Main Financial Strategies and Concepts:
- Project Pricing and Volume: Selling 10 projects at R 1000 each to reach R 10,000, versus solving complex problems for clients who can pay more.
- Understanding Client Capacity: Recognizing that it’s not just about purchasing power but also the complexity of the problem being solved for the client.
- Value Proposition: Emphasizing that services should save time, improve efficiency, reduce costs, or enhance status for clients.
Step-by-Step Methodology:
- Identify a Valuable Client: Conduct a "survivor client exercise" where you choose a past client to rebuild your business around.
- Analyze Problems to Solve: Focus on identifying problems that are significant and worth solving for clients.
- Shift Focus from Design to Value: Stop selling design or branding directly; instead, sell the results and benefits derived from these services.
- Leverage Client Relationships: Use good relationships with existing clients to generate referrals and build a reputation.
- Create a Multidisciplinary Diagnosis: Involve team building and collaboration to strengthen company culture and address client needs holistically.
Key Insights:
- Visual Identity is often a lower priority for businesses, and understanding this hierarchy is crucial.
- Transform clients into "celebrities" by showcasing their stories and successes, which enhances their perceived value.
- Emphasize tangible results over abstract concepts like branding or strategy in communications.
Presenters/Sources:
The video appears to feature insights from a professional in the Design Industry, possibly a graphic designer or Branding Expert, although specific names are not mentioned in the subtitles.
Notable Quotes
— 01:36 — « In the hierarchy of importance within a business, visual identity is at the bottom of a lot of things. »
— 02:36 — « I'm not here to end anyone's dreams. Maybe it is if this dream is a bit illusory. »
— 03:00 — « Find a problem that deserves to be solved, a problem that deserves to be solved. »
— 06:52 — « Damn, but don't bring up this problem because then guys start saying it's not tangible, where's the money, where's the money, it's not tangible? »
— 08:12 — « There's nothing about design, it's all here. »
Category
Business and Finance