DREAMFACTORY
zz aa – Ellis' playground
You're eager to find new clients. But without cold calling, which almost no one enjoys. The route through existing clients is much more enjoyable for everyone. Your current client knows what you can do, and if they're truly satisfied, they're likely to recommend you to their network. Why does recommendation work so well? Because it transfers your client's trust in you to the person they recommend you to. Because recommendations are a vital source of new business, it's worthwhile to understand how it works and what you can do to optimize it.
The chance of a recommendation increases significantly if you ask for it. But how do you ask, and when? In practice, this isn't always easy. There are two reasons for this:
- Shyness: Asking feels like begging or inferior.
- Ability: How do I ask that in a pleasant way? Most people haven't learned or practiced that.
What do we consider important?
Result
- Lasting difference, something concrete must have changed – otherwise it is not necessary for us
- No “spreadsheet fundamentalism”
Free Child
- Fun
- Originality
- Authenticity
- Inspiration
Trust
- No playing games
- Naming what is
- Careful instead of cautious
- Delivering quality
- Practice what you preach
- Keep learning yourself!
Our Mission
Organizations learn to utilize their potential and thereby demonstrate their impact to the outside world. So that the organizations provide added value, enjoy working, and “stop playing games”.
We do this by giving substantively strong professionals an explicit entrepreneurial role.
Our vision
The world is changing :
- Knowledge alone isn't enough for satisfied customers. Customers want help with their problems, not just a dose of knowledge dumped on them.
- Customers increasingly believe they know what they need. Patients have already found the medication their doctor should prescribe online.
- Professionals tend to rush to solutions. However, the "you ask, we deliver" mentality usually doesn't solve the problem.
- More competition on price. Because of low-wage countries and the self-employed, there's always someone cheaper.
- Problems are becoming increasingly difficult to isolate. If the client and the professional don't work together, it's impossible to properly define the problem and find a good solution.
The above means that you have to make a choice about how you want to position yourself in the market as a B2B organization:
- Compete on price. You become the cheapest CV pusher. That's not so great, because there's always someone who can do it cheaper.
- Become your client's partner. Take on the role of trusted advisor. You help your client understand their problem, and that's where the solution begins.
We believe being a partner is the best way to be viable. And that does mean that the roles of (sales) managers and professionals are changing. The average professional isn't naturally fond of these "selling" tasks, and they're less adept at them. This places demands on the entire organization.
Our conclusion: because your entire business model is changing, we need to work with professionals, managers, and salespeople on practical training and guidance.