Comments on: “Ask Jonathan” Marketing Breakout: How To Get Prospects To Take You Seriously… Dammit! http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/ Freelance Advice and Freelance Jobs - FreelanceSwitch Sat, 06 Sep 2008 00:31:46 +0000 http://wordpress.org/?v=2.5 By: The Law of Ideal Client Attraction | The Marketing Caddy http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-22511 The Law of Ideal Client Attraction | The Marketing Caddy Wed, 21 May 2008 02:58:16 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-22511 [...] “Ask Jonathan” Marketing Breakout: How To Get Prospects To Take You Seriously… Dam... [via Zemanta] [...] […] “Ask Jonathan” Marketing Breakout: How To Get Prospects To Take You Seriously… Dam… [via Zemanta] […]

]]> By: Jason http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11926 Jason Mon, 26 Nov 2007 22:40:21 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11926 Jonathan: Sorry to come off so harsh. No offense taken, and thanks! Jason Berlinsky JRB Computer Services http://www.jrbcomputerservices.com/ Jonathan:

Sorry to come off so harsh. No offense taken, and thanks!

Jason Berlinsky
JRB Computer Services
http://www.jrbcomputerservices.com/

]]> By: Jonathan Fields http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11904 Jonathan Fields Mon, 26 Nov 2007 11:25:44 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11904 @ Jason - thanks for your comment, I thought it was pretty clear I was kidding in my last line about being 14 or 140 years old. When I was 14, which was many lifetimes ago, there were some fairly significant legal limitations on how much I could work. I guess that's all changed now. Apologies if you took offense and, of course, congrats on accomplishing so much so early in life! @ Jason - thanks for your comment, I thought it was pretty clear I was kidding in my last line about being 14 or 140 years old. When I was 14, which was many lifetimes ago, there were some fairly significant legal limitations on how much I could work. I guess that’s all changed now. Apologies if you took offense and, of course, congrats on accomplishing so much so early in life!

]]> By: Jason http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11849 Jason Mon, 26 Nov 2007 00:05:37 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11849 Johnathan: I strongly object to the use of this comment in your post: "...well, actually 14 would be illegal..." At the young age of 15, I am currently the sole proprietor of JRB Computer Services, LLC. I have encountered the same problems as the two young men that you address in this post, and to some degree, I encounter more problems in my day-to-day running of my company. I am perfectly able to perform web development, search engine optimization, et. al. with the competency (and maybe more) of non-minors in the field. I pay my taxes, just like non-minors in the field. I work my ass off, in addition to attending school, and I think that I am starting to grow gray hairs due to the stress that I am constantly under. However, the comment that you made above is very derogatory towards people like me--exceptions to the rule. In the state of New Jersey, it is perfectly legal to be the sole registrant on a LLC/Incorporation application as a minor. I would imagine that the same is so for most (if not all) other states. In some states, though, I believe that minors are required to list a non-minor as a "board member" on the registration, however. Although you do a good job at pointing out that "age is never about age. It’s about credibility and value. So, if you do what is necessary to build credibility and value, even for the rare prospect where age might have been an issue before learning about you, it goes immediately off the table." However, at the same time, you manage to strip those of us under 18 of the right to own, manage and operate a business. If you want to attack those of us who you feel do not have the right to be in business--the minor demographic--then don't let on that age is not a factor in business. Jason Berlinsky JRB Computer Services http://www.jrbcomputerservices.com/ Johnathan:
I strongly object to the use of this comment in your post:
“…well, actually 14 would be illegal…”
At the young age of 15, I am currently the sole proprietor of JRB Computer Services, LLC. I have encountered the same problems as the two young men that you address in this post, and to some degree, I encounter more problems in my day-to-day running of my company. I am perfectly able to perform web development, search engine optimization, et. al. with the competency (and maybe more) of non-minors in the field. I pay my taxes, just like non-minors in the field. I work my ass off, in addition to attending school, and I think that I am starting to grow gray hairs due to the stress that I am constantly under. However, the comment that you made above is very derogatory towards people like me–exceptions to the rule.
In the state of New Jersey, it is perfectly legal to be the sole registrant on a LLC/Incorporation application as a minor. I would imagine that the same is so for most (if not all) other states. In some states, though, I believe that minors are required to list a non-minor as a “board member” on the registration, however.
Although you do a good job at pointing out that “age is never about age. It’s about credibility and value. So, if you do what is necessary to build credibility and value, even for the rare prospect where age might have been an issue before learning about you, it goes immediately off the table.” However, at the same time, you manage to strip those of us under 18 of the right to own, manage and operate a business. If you want to attack those of us who you feel do not have the right to be in business–the minor demographic–then don’t let on that age is not a factor in business.

Jason Berlinsky
JRB Computer Services
http://www.jrbcomputerservices.com/

]]> By: joseph hollak http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11744 joseph hollak Fri, 23 Nov 2007 07:03:22 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11744 Jonathan - Great post. In particular the bullet points were useful and a great reminder. Joseph Hollak Jonathan -

Great post.

In particular the bullet points were useful and a great reminder.

Joseph Hollak

]]> By: Joefrey Mahusay http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11740 Joefrey Mahusay Fri, 23 Nov 2007 03:16:30 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11740 I think age is doesn't matter if you are capable of doing the job. But as i can see now, most clients are not preferable on younger age because they think of job experience. Great article though..Keep up the good job.:) I think age is doesn’t matter if you are capable of doing the job. But as i can see now, most clients are not preferable on younger age because they think of job experience.

Great article though..Keep up the good job.:)

]]> By: Jonathan Fields http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11739 Jonathan Fields Fri, 23 Nov 2007 03:12:05 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11739 Hey gang, As always, great comments from the community! Credibility and value. If you build substantial pre-emptive credibility, show up with a meticulous, bright, mature pitch, offer additional credibility in the form of more references and client outcomes when you are with the client, you'll read as having tremendous value, regardless of your age. @ VonSkippy, great point about the size of the prospect, you do need to target "suitable" opening prospects. So, you are not going to pitch a multi-national project that would require 100 consultants operating internationally until you've not only got the credibility and value to impress that client, but also the operating capability. I still completely disagree, though, about age "definitely" mattering. Age matters if (a) you have not built enough value and credibility through your combined actions and track-record or (b) you get a hiring manager or client who is more concerned with the prestige of the consultants they hire than the quality of the outcomes they produce. Yes, those people do exist, but they are increasingly becoming the relics in the industry. My real concern here is that all too often things like age become a convenient excuse for not undertaking the incredibly hard work of making yourself extraordinary. Which flows into your last paragraph. As for your generation's rep "dogging you until you prove you're the exception to the rule," guess what, if you go out and launch a full-time IT consulting firm at the age of 22, that takes some major league guts, hat's off to you, but...if you expect to succeed, you darn well better work harder, smarter and faster than everyone else to MAKE YOURSELF the exception to the rule! Hey gang,

As always, great comments from the community! Credibility and value. If you build substantial pre-emptive credibility, show up with a meticulous, bright, mature pitch, offer additional credibility in the form of more references and client outcomes when you are with the client, you’ll read as having tremendous value, regardless of your age.

@ VonSkippy, great point about the size of the prospect, you do need to target “suitable” opening prospects. So, you are not going to pitch a multi-national project that would require 100 consultants operating internationally until you’ve not only got the credibility and value to impress that client, but also the operating capability.

I still completely disagree, though, about age “definitely” mattering. Age matters if (a) you have not built enough value and credibility through your combined actions and track-record or (b) you get a hiring manager or client who is more concerned with the prestige of the consultants they hire than the quality of the outcomes they produce. Yes, those people do exist, but they are increasingly becoming the relics in the industry.

My real concern here is that all too often things like age become a convenient excuse for not undertaking the incredibly hard work of making yourself extraordinary. Which flows into your last paragraph.

As for your generation’s rep “dogging you until you prove you’re the exception to the rule,” guess what, if you go out and launch a full-time IT consulting firm at the age of 22, that takes some major league guts, hat’s off to you, but…if you expect to succeed, you darn well better work harder, smarter and faster than everyone else to MAKE YOURSELF the exception to the rule!

]]> By: Japan Consulting Company http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11738 Japan Consulting Company Fri, 23 Nov 2007 02:41:48 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11738 don't be sad if other people were underestimating your capacity just because your too young. instead prove to them that you could also do as much as the older ones do. actually, it doesn't matter what your age is, what matters most is your ability and the quality of your work. ^_^ don’t be sad if other people were underestimating your capacity just because your too young. instead prove to them that you could also do as much as the older ones do. actually, it doesn’t matter what your age is, what matters most is your ability and the quality of your work. ^_^

]]> By: VonSkippy http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11734 VonSkippy Fri, 23 Nov 2007 01:08:52 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11734 They don't mention what size of IT projects they're shooting for. Unless it's just Mom & Pop businesses, I'd drop the "combined 15 years" pitch. No one in a real IT shop is going to believe it when you're talking about a 22 and a 24 year old. And I'm guessing what a 22 and a 24 year old calls "experience" the real IT shop's are calling "dabbling". Don't just tell them what you "can" do - show them what you've already successfully done for somebody else. Without evidence to support your "experience" claim, I don't know of any IT Manager that's going to trust his companies equipment/data/users/biz intel and his departments rep (and budget) to a couple of unknowns. And the original articles advice that age doesn't matter - ummmm, no - it definitely matters. Businesses are very risk adverse, and if you're young, your generations rep is dogging you until you prove you're the exception to the rule. They don’t mention what size of IT projects they’re shooting for. Unless it’s just Mom & Pop businesses, I’d drop the “combined 15 years” pitch. No one in a real IT shop is going to believe it when you’re talking about a 22 and a 24 year old. And I’m guessing what a 22 and a 24 year old calls “experience” the real IT shop’s are calling “dabbling”.

Don’t just tell them what you “can” do - show them what you’ve already successfully done for somebody else.

Without evidence to support your “experience” claim, I don’t know of any IT Manager that’s going to trust his companies equipment/data/users/biz intel and his departments rep (and budget) to a couple of unknowns.

And the original articles advice that age doesn’t matter - ummmm, no - it definitely matters. Businesses are very risk adverse, and if you’re young, your generations rep is dogging you until you prove you’re the exception to the rule.

]]> By: Joel Casarez http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11731 Joel Casarez Fri, 23 Nov 2007 00:23:34 +0000 http://freelanceswitch.com/finding/%e2%80%9cask-jonathan%e2%80%9d-marketing-breakout-how-to-get-prospects-to-take-you-seriously%e2%80%a6-dammit/#comment-11731 "…our marketing strategy is different, mostly word of mouth with a touch of sales." Chris, don't underestimate the power of sales by word of mouth. Never be afraid to self promote and be ready to ask for a referral/lead from a satisfied customer. As for pitching your services, make sure you focus on the benefits of your services. Often times sales people forget that its not all about the features. Its about how you can, like Johnathan said, create "value." Try selling by adding Credibility (so and so was satisfied and heres what they had to say), leading in with Features (networking solutions), providing Evidence (fully integrated hardware) , and explaining how you can Benefit their company (lower life cycle cost). “…our marketing strategy is different, mostly word of mouth with a touch of sales.”

Chris, don’t underestimate the power of sales by word of mouth. Never be afraid to self promote and be ready to ask for a referral/lead from a satisfied customer.

As for pitching your services, make sure you focus on the benefits of your services. Often times sales people forget that its not all about the features. Its about how you can, like Johnathan said, create “value.” Try selling by adding Credibility (so and so was satisfied and heres what they had to say), leading in with Features (networking solutions), providing Evidence (fully integrated hardware) , and explaining how you can Benefit their company (lower life cycle cost).

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