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If you're a new subscriber to Trellis News, I hope you enjoy this newsletter, and if you want to read any of the previous 17 editions, full of fascinating discussions on subjects such as how much to charge, where to advertise and how to cope with difficult clients, you can read them on the past editions page of our website, www.trelliscoaching.com.

And why not contribute to a discussion, or take the oppportunity of drawing on the wisdom of your colleagues by sending your questions or comments by email to . Any replies to requests for help that you send are forwarded straight on to the person who asked the question, and then published in the next edition of Trellis News.

Letters Page -
Your opportunity to have your say, to ask questions, look for resources.

In the last edition, Tom Wishart sought your advice - here's his letter again as a reminder:
Last summer I was asked to design a garden in a Mediterranean style, which seemed suitable as the soil seemed very dry and free draining, and the whole garden seem parched. The client assured me that they never had any problems in the winter with standing water. They have now asked me to proceed with building the garden, and to my horror their garden now looks like a paddy field. The budget did not include anything for drainage as it did not seem necessary at that time, and I'm wondering how I can give them what they want without the plants rotting next winter? Are there any practical options or have I got to confront them about giving me inadequate information?

Bella D'Arcy Paradeisos offered the followIng:
If Tim is absolutely sure he was told there was no problem with water in the winter then he has to assume that this is a 'new' problem and speak accordingly - in other words to say that he had designed according to information given but that the problem has now arisen and indicates that drainage is required. Sounds like a clay-based soil which has this nasty trick of drying in summer and being wet in winter. Tim cannot go ahead blithely or they can come back at him. Tackle the problem head-on - diplomatically. This also empasises how important it is to record agreements and information in writing...

You may remember the 'client from hell' in the January edition - the designer involved, Jane Lambert has written as follows:
Dear Annie, I would be so pleased if you could let everyone know who answered my plea for help with how to handle my awful client just how appreciative I am for not only their advice as how to proceed but also with the sense of support that I felt from their letters. It really makes a difference when you're an inexperienced business woman like I feel I am to be able to draw on the experience of peers who have probably all had to deal with someone like my client in their early days. Thank you to all of you.

Simon Groom would like your opinion:
In these days of the TV makeover shows, what approach do you take with clients about what size plants you supply them? I have found that clients expect the garden to look 'full' with plants straight away and don't seem to have the patience to wait for them to grow and develop. This is OK with a small plot with only a few major plants, but in a larger plot, with the price of full sized specimens, I normally give them the choice of a) go for smaller plants now that will fill out over time, and the cost will be x, or b) have full sized plants now and the cost will be 20 times x. It seems to me that some clients would just prefer plants that don't grow at all!

Do you agree with Simon - does the 'I want it and I want it now' culture make your life as a designer harder? How do you handle this question with clients? Please send your email to for publication in the next edition of Trellis News.

Article
(This article is drawn from our Attracting Clients 10 part eprogramme)

Attracting Clients Step 2
I know exactly which clients I can help the most and why
by Annie Meachem

Often when people start into business they are happy to take any work they can find, such as referrals from family and friends, etc, and the thought of narrowing down their target client market can feel quite scary. "If I define who I want to work with, I might be turning somebody away."

To take this step involves you letting go of your fears that you might not be able to find any clients, and being able to trust that the attraction process does work - to be certain that you will be able to draw to you not just enough clients, but the right clients.

In this country alone there are 50 odd million people who could possibly want your services, and that might be too many clients for you to cope with! So if you really only need 10 or 200 or 2000 clients per year, spending time deciding who you'd like those clients to be will bring you the satisfaction in the future of working with only the people you really like and can help best.

Another advantage of defining your ideal client is you can design your marketing to appeal to him, thus saving you vast amounts of wasted time and money marketing to the wrong people. Also, if you're clear about who you work best with, it makes it easier for people to pinpoint potential referrals for you as you've narrowed down the search group for them.

Attraction in Action step 2:

1. Decide & write down how many clients you really want per year.

2. Think about the work you've done so far - which clients have you been able to help the most? Write down why those clients brought out the best work in you.

3. Decide & write down based on q2. and your personal preferences what qualities you want your ideal clients to have.

4. Think about these ideal clients and write down your answers to these questions so you can build up a clear image of them:
- What are their needs and concerns?
- Which of the benefits on your list from step 1 will appeal to them most?
- What is their lifestyle like? Where do they live, what do they read, how do they spend their money and their leisure time?
- What influences them to spend their money?
- What else can you identify about them?

If you found this article interesting, why not sign up for the full Attracting Clients eprogramme. It's delivered over 10 weeks by email at no charge - to subscribe, click here or email us directly, .

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Imagine a constant stream of ideal clients
What would that give you? Peace of mind? Less stress? Higher profits?

It is our aim to help you achieve this, and our Attracting Client programmes are designed to enable you to attract all the clients you need.

We have a variety of formats to suit your learning style and your budget -
you might like our 'How to Attract All The Clients You Want' Course

This is 8 sessions, by phone or face to face. The course consists of an hourly session held weekly over 8 weeks in a small group (maximum of 6). The approach is coaching, rather than lecture based, which allows you to focus your efforts on those areas of marketing that are most challenging to you. There will be additional study and homework required between the sessions.

How much does it cost? Including all supporting materials, the course costs £120 for the 8 sessions delivered by phone or on our premises. To enquire about a course in your area, do contact us.

For a course outline, click here .

End Piece
Our valley in Portugal, which we stayed in last month, was as beautiful as I remembered it, and awash with wild flowers. We were also very lucky (? was it just luck?) to meet up with an intinerant farmer who, in exchange for letting his herd of a dozen cows graze our grass, is clearing away all the brambles that have begun their inexorable stranglehold on the land - what a win-win situation! He's happy as his cows are fed, whilst we get the grass cut all year round, the brambles removed, and all the dead vegetation raked out, which reduces the potential fire risk. And the new builder we met seems excellent, so I'm confident that restoration work will start on our house later this year.

Ready for our next trip in July, I've bought Marjorie Blamey's wonderfully illustrated fieldguide, with text by Christopher Grey-Wilson, called "Flowers of the Mediterranean". I wanted to find their earlier work, "Flowers of South-Western Europe" as it focuses purely on the Iberian peninsula, but it is no longer in print - if anyone has a copy lurking on their shelves that you'd be happy to sell, do contact me.

Until next month,

Best Wishes

Annie Meachem, ACC

Trellis Coaching
0845 456 9382
+44 (0) 1243 545010 (from outside UK)
email

"I help designers and entrepreneurs grow their success - who do you know who's serious about being effortlessly successful, and is willing to invest in themselves to achieve their dreams?"

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Copyright © Annie Meachem 2003/4. Copyright in this document is owned by Annie Meachem. All rights are reserved. This document may not be copied or distributed without the prior written consent of the Copyright owner.