There are a few things you need to do and consider to prepare for your first meeting:
- Make a list of what you want to accomplish during the meeting.
- Anticipate potential concerns from the client.
- Check to make sure you are completely prepared.
- Listen more than you talk.
- Always follow through.
- Ask for what you need from them.
- Simplify the buying process.
- Learn from “no”. Find out what didn’t work so you know how to change it for the next time.
These are all important things to do both before and during your presentation. With confidence in your company and product, you will close the deal. The next step of the process is the negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you.
Here are some tips to help you negotiate successfully:
- Build a pricing strategy and stick with it.
- Prioritize what you plan to offer. This should include what really matters to you and what you are willing to give in on.
- Don’t give in too quickly.
- Negotiated with a person, not a “company”. Don’t let their answer be that they would like to, but can’t.
- Don’t sell yourself short.
- Don’t sacrifice quality for the deal.
- Your services should always count as costs.
- Boost margins with add-ons.
- Handle request for proposals with the utmost care.
These are the ways you make sure that both parties are getting the best possible situation from the partnership.
Once you start meeting or working together, it’s important to continue to build your relationship so that that client becomes a big ally for you in future sales. They are more likely to vouch for you and build on the partnership you have.
We like to call this person a champion. They are a champion for your company and can bring a stronger, brighter future for you.
Here are the characteristics of a great champion:
- They are respected by peers.
- They are socially networked.
- They think in the best interest of their company’s long run.
- They are able to quickly navigate through the needed details to get things done.
- They are willing to give credit to another person.
- They share the same business philosophy, values, and vision as you.
Building your champion powerhouse client team takes time but once you have a couple it will snowball for you and you will start growing naturally.