How to Secure Contracts in a Tough Economy

Hello Joe:

Thanks for your question. The economy is on the minds of many who don’t realize that it’s not the economy that’s the problem. It is how we see and respond to the “noise” that is being made about the economy. By using the principals that I’m going to share, my business continues to grow. I’m currently working 4 contracts, 2 more are in negotiation, and 1 is in the fact finding stage. This is the best time to build your business because many people have eliminated themselves from the game. Here are several steps that you can take to get started.

Step 1: Make a Decision

1. Decide if you believe in abundance or lack. In the spiritual world there is abundance! Make the commitment to stop complaining about gas prices, cost of electric, or any other rising cost. I ask God daily to guide me to the doors that will give me the opportunity to serve. Lay out a plan and take the action steps to execute the plan.

Step 2: Know Your Value

Last year there was a misunderstanding between a client and me. She thought the price included travel, but it didn’t. She said, “Renee, you are high.'” I didn’t say anything at the time. After my presentation weeks later I said, “…I want to follow-up on the statement you made to me about being high.” She responded, “Renee, you’re worth every dime.”  I’m on schedule to return this year at the same price.

The lack of money is often the excuse used when the person wants to gently brush you off. It’s important to find out their real concern. Show them how hiring you will increase their bottom line. Remember, poor employee and student retention rates, bad customer service and job performances have nothing to do with the economy. Clients respond to results!

Step 3: Learn to Listen

Recently, while negotiating with a client, pricing became an issue. They’ve been my client for the nearly 3 years, but I was working with a different division–expanded opportunity. It was clear that we wanted to work together, but there was a huge gap in pricing. Because I don’t believe it is ever about money, I said, “I need a few days to work the numbers.” I returned 3 days later with an itemization (in hours) of what I thought would be required of me to successfully create the results he wanted. Without hesitation, he accepted the new pricing and requested that a contract be sent over. Although I didn’t get my original price, I was able to negotiate an additional $1000 above the “budgeted amount.” Through this experience, I discover that his concern was not the price, but  justifying price.

Don’t forget to register to recieve your link to a FREE copy of Value Proposition workbook. Go to www.srenee.com and become a part of our InnerCircle Newsletter family. If this information has helped you, leave a comment and tell a friend. And, don’t forget to ask your question.



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Hello Tim:

Thanks for your question. First, I want to make a distinction between image and personal branding.  Image is when you learn how to walk, talk, dress, and act for the purpose of getting what you want from others. Personal branding is an internal journey where you discover your life’s purpose. Once you uncover who you are, what you want to do, what you stand for, who you want to help, and the problem that you’ve been sent here to solve, you build your image on that truth. It is the most authentic place to operate from. Personal branding is the value of your image. Now, that doesn’t mean that you don’t already have a brand. Every one has one. Based on how it has been built, it may not have much value.

Here are three steps you can take to begin to build your personal brand:

1. Perform a self-evaluation. If you visit www.srenee.com and sign-up for my free InnerCircle Newsletter I’ll email you a link to download a 20-page workbook to begin the process. The workbook has 3 parts and is full of thought-provoking questions. Part 1: Your mission Part 2:  Your Message Part 3: Your Value. Based on when you receive the link, you’ll be able to download at no cost to you within the specific time given. If you are already a subscriber, please post your request.

2. Once you understand your life’s mission, decide on your message and make sure that you are consistent.

3. With your consistent message, let your target audience know how you can help them solve their problem.

Before you go, let me know if this information has helped you. If so, let me and a friend know. And, don’t forget to ask your question. See you tomorrow.

A New Venture

Hello:

After months of contemplating the advantages and disadvantages of blogging, I’ve decided that this would be a great way to stay connected with you. Although a huge time commitment, I hope that you will ask lots of questions and find my answers life-changing and extremely valuable. I look forward to the journey.

-S. Renee