Guidelines with Andrew Robinson

Implementation is just as important as business development for the success of your work with your clients. In this episode, Andrew provides a set of core principles that should apply no matter what your engagement looks like.

How you price what you do is a reflection of how you feel about yourself. Andrew unpacks this and other strategies around pricing from both your vantage point as well as your client’s perspective.

Because the amount of client work we can do and our time & energy are all limited, our outreach should be focused & intentional. In this bonus episode, Andrew walks through his strategy for doing outreach for his business.

Having successful sales conversations begins well before the conversation. Andrew reflects on sales mistakes he has made and shares a set of considerations to help you avoid the same.

Great sales conversations are always preceded by great set-up conversations. How you introduce who you are & what you do – and especially how you differentiate yourself – is key to priming a potential sales conversation with that person. In this episode, Andrew shares three differentiators that you can spotlight in how GiANT supports clients.

Your best source of leads are the people you are currently serving and those whom you have served in the past. Andrew outlines his approach at activating high-quality referrals that will help fuel your business.

At the end of your career, you’ll likely trace all of your clients back to 3-5 referral sources. Andrew introduces his approach at business development through his Trusted Expert Approach (TEA).

Do you know what your ideal client looks like? If you don't, or if you think anyone who has money is a prospective client, you may very well be under-pricing, under-delivering, and/or underwater! Learn how to determine the qualities that describe your ideal client so you can start looking for them today!

If you don't know where you're going, you likely won't find your way there. It's important to have short-, mid-, and long-term targets for where we want to take our business. Andrew shares what to weigh in determining your targets and introduces the lynchpin that all your goal setting hinges on.

Your values represent what you stand for, what you're looking for, and what you'll draw people toward. Andrew walks through a process to help you discover and define your own values for your business.