tag:blogger.com,1999:blog-20155610.post4601356345632908141..comments2024-03-06T02:46:19.929+00:00Comments on Translation Tribulations: Which 95% are you?Kevin Lossnerhttp://www.blogger.com/profile/14727800526216764023noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-20155610.post-56436044413686077242009-05-13T17:37:00.000+01:002009-05-13T17:37:00.000+01:00I would prefer to be known as the Toyota of transl...I would prefer to be known as the Toyota of translation. Every one of their cars that I've owned has been extraordinarily reliable and a pleasure to drive. Well, except for the driver's seat of my present station wagon: I'm waiting for the car to die so I can replace it, but at 19 years old on crappy German roads (I live in the east), it's still going strong. I'll probably still be driving that car in ten years given Toyota quality.<br /><br />Robin: you're on my wavelength with regard to the marketing approach. Agencies which act as supportive consultants to help their clients be more successful are exactly the kind I prefer to work with. These are often specialized in certain fields - "boutique" agencies as one of my friends likes to describe his business. Among the various blogs and newsletters for freelance graphic artists, salespeople, etc. I find a lot of useful reminders of important psychological principles as well as the need to be genuine in one's approach to selling. I've got a pretty strong BS filter to tune out the rah-rah sales pit bull nonsense.Kevin Lossnerhttps://www.blogger.com/profile/14727800526216764023noreply@blogger.comtag:blogger.com,1999:blog-20155610.post-75554373436802475032009-05-13T14:48:00.000+01:002009-05-13T14:48:00.000+01:00@Jenners: The "Porsche of translation"? Are you su...@Jenners: The "Porsche of translation"? Are you sure about this? Feuding families, 9 billion euros in debt, environmentally unsustainable cars..... :-)<br /><br />Kevin: The lack of business - incl. selling - skills among translators is legendary. However, my experience is also that the aggressive sales forces of the large agencies are equally ineffective, except perhaps for potential clients who are purely price-driven. My experience is also that outstanding subject area knowledge and a willingness to understand exactly what a client's problems are, coupled with a professional but relaxed negotiating style, beat the high-pressure sales pitches of the big guys hands down, any day of the week. If you market and sell your translation services in the way that other professionals (lawyers, accountants, etc.) market and sell their services, the slick agency sales people mainly come across like, well, slick agency sales people.RobinBhttp://www.fb-partners.comnoreply@blogger.comtag:blogger.com,1999:blog-20155610.post-37980466673981460862009-05-13T09:03:00.000+01:002009-05-13T09:03:00.000+01:00Very interesting. I just heard about Sales Caffein...Very interesting. I just heard about Sales Caffeine when I was presenting at the Colorado Translators Association last month about -- marketing for translators! While the site's interface and lay-out are a complete mess, there certainly is some great information out there. What I emphasize a lot in my presentations is what you point out, too -- that we need to think of ourselves as business people who are selling products, whether we like that or not, whether it sounds intellectual enough or not. I am a huge believer in highly customized marketing materials and doing extensive research into the customer you are pitching to. There's no one-size-fits-all approach. I also think cold calling is a waste of time -- we always try to find someone to introduce us to a customer we would like to have, which works a lot better.<br /><br />Agreed on the rates. We always cringe when folks put in their e-mails that "rates are negotiable". We don't think that's a good strategy, because you are voluntarily and automatically devaluing your services by saying it can be negotiated. We suggest showing pride in our highly professional work. For the record, in our marketing materials, we say that we are the "Porsche of translations" and that if a customer is looking for a low price, that we are not the right vendor. Fair enough, we think.<br /><br />And all "Dear sirs" e-mails that we get go directly into the trash. Surely every customer does it as well.Judy Jenner and Dagmar Jennerhttps://www.blogger.com/profile/15991071510108619107noreply@blogger.com