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The Closers Group 4-Phase Prospective Client Plan.
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The “game” you play with a prospective client isn’t much different from a sports game. Closing the deal – securing the win – is all about successfully executing a strategic action plan. Just because you might be the best for the job doesn’t mean you’ll win the business. Preparedness matters and planning ahead is vital to the success of presenting yourself and your company to a prospective client.
How can you prepare? How can you know that you’ll be able to answer each and every question that may be asked? Start by trying to find any business-related literature about the prospect that you can get your hands on and determine how your firm stacks up to their needs.
To make sure your firm’s representatives are ready to meet with a client, you’ll want to implement the following 4-phase preparedness plan:
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Phase One:Do Your Homework.
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• Define your current relationship with the company.
• Review the company’s recent history, policies, business ventures, lawsuits, products and services, and any possible openings within the company for additional work.
• Find out which companies and competitors the company has currently engaged and how you measure up against them.
• Learn who makes the major decisions in the company: the direct customer, the financial officer, an executive, or someone else.
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Phase Two:Make a Connection.
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• Make sure there are clear lines of communication between your company and the client. Assign internal contacts to appropriate people within the company.
• Communicate with management to learn about additional opportunities.
• If you already have a relationship with the company, reinforce it in a positive manner with regular, open communication.
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Phase Three: Show ‘Em You Mean Business – Your Presentation
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• Be ready to answer any and all questions.
• Be transparent, direct, and confident.
• Support your presentation with take-aways, visuals, and detailed success stories from previous and current clients.
• Stress your firm’s interest, qualifications, and commitment your similar and successful experiences.
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Phase Four:Perform Diligent Follow-Up
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Maintain communication with the prospective client to show you’re keen to win the business and to prove you are eager to begin the project.
Thank the client for the opportunity to present your firm and possibly work with them.
Gauge the success of the presentation by the win or loss of the business, or the company’s reaction and don’t forget that future business still counts as a success.
So make sure you stay in touch and always conduct "post mortems" with your team.
Meeting with your prospects takes you a step closer to the heart of the CLOSING ZONE, so ensure you and your colleagues are prepared. The more that you know about your prospects, clients, and what to expect, the better your chances are of locking up another win by securing new business.
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To achieve victory, a meticulous 4-Phase Prospective Client Plan is essential. Thorough research, clear communication, impactful presentations, and diligent follow-up are the keys to success. Combine this with the Closers Group’s 4-Step Approach, differentiating marketing, business development, business generation, and client retention, to dominate the competition and secure a prosperous future for your professional service firm.
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Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.
Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.
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