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:
Phase One: Do Your Homework.
• 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.
YES, SPEAKING TO YOU!
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:
Phase One: Do Your Homework.
• 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.
PHASE TWO — NEXT POST —
#Sales Acceleration, #Business Advisors, #clientacquisition
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