From the HOW Design Conference session by Tony Mikes:
The age of cold-calling is over. Outward directed sales have become inward directed. You must position yourself to be the business your customer looks for at the moment he/she needs your product or service. That means you must be interesting. Unique, engaging, memorable, experiential, responsive, interactive.
1. Look for the truth of your business. Discover what makes you unique. Your brand is who you are—it's a promise.
2. Be as unique as you can be. Identify your core competency or specialty.
3. Be Small + Smart. Have a core team and become an expert at resourcing.
4. Write. Write. Write. Create content and publish. Become the expert in your niche.
5. Get your creative act in order. Learn how to sell your best ideas.
6. Do shameless self-promotion.
7. Pro bono is an opportunity.
8. Know how to conduct a first meeting with a prospect. The goal is to have a second meeting. Do your research ahead of the meeting and ask thoughtful questions. Don't talk about yourself or you'll sound like every other candidate. Have something you can hold back for the next meeting.
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