Break Out!! But Beware….
Posted on 18. Mar, 2009 by Sujimy in Make It Work
Break Out period is the period right after Garage Period. It is really a ‘feel-good’ period. I have never met any entrepreneur who doesn’t like the Break Out period.
I call it Break Out because at the end of your garage period you will get a project that will set you free from the garage operating ways. Let me stress that YOU WILL get out of garage period if you keep meeting clients and introduce your services. I will explain later why “meeting” is important. Not just cold calls, fax or email.
These are signs of you getting a Break Out:
- You suddenly get a project with profit margin that helps you buy hardware or office equipment. This project is substantial and usually from a big client.
- You cannot breath normally. Relax.. I mean you don’t have time for yourself, because you instantly feel you need additional manpower. You start hiring. Weekends are usually, well, burn.
- Your project is giving you the visibility you need. Somehow everyone in your industry know you have a hand in the much-talked about project.
- You smiling more in the morning. Understandably so, because you got a big downpayment. Woohoo!
- You feel more confident meeting the next client because you have a big portfolio to show them.
- Your mind is completely overwhelmed with planning how to complete the project.
- Big companies or companies with big projects are calling you to enquire what you can do for them. It’s a great feeling.
However, it is not by chance that you get this Break Out period. Consistency and tenacity are needed to get into the Break out phase. How do you Break Out then?
- You systematically target your client by industries. Meeting client after client. You keep improving your sales pitch/presentation for every client that you’ve met. You keep doing this till you are ready to meet the big players for that big presentation. Meeting clients is really important. Nothing feels better than meeting face-to-face. You can’t fax a handshake. Don’t be too consumed communicating via online only. Meeting offline is the only way to build REAL trust & relationship.
- You truly know your client. When you get a chance to meet a big client, you research them thoroughly. The company, their competitors, their suppliers, their customers, their families etc. This is just so that you can give them a wholesome proposal that they can’t refuse.
- If you are not in the circuit that enables you to get that Break Out opportunity – i.e. you have no access to big client – ride on another who has that connection. Offer your services to someone else you already know who is currently servicing a big client. This way, you will learn how they do it and soon you will be in the much-sort-after circuit.
But BEWARE:
The Break Out period is truly make or break. You get that chance only once. Don’t stinge or cut back on any resources to get the job done. Don’t try to make a big margin from your first big project because you need to summon every resource, help and strength to achieve a big finish. You have to go all out as your outcome will determine whether you will get repeated business. Do it well and words will get around well. Do it bad, and words will get around too.
So all the best! Go get that Break Out.
Make it work.
Fadzuli
19. Mar, 2009
Just a question..
Usually how long does this break out lasts? Kind of hard to sustain if its just one Big deal..
Sujimy
19. Mar, 2009
Ah great question. The way is to make every deal a Break Out deal. Never assume that we are out of this phase else we can get complacent.Constantly look for new projects, don’t stop. It’s not really up to us to say we are out of this phase. When our clients or the industry say we are there, then you can safely say you are out of this phase.But you will face a bigger challenge by then. This is when clients’ expectation is the highest. Business is really like caring for your love ones – you constantly worry about them.You will never go out of phase. Hope this helps.