| Yes, the economy is lagging and budgets are
cut. Yes, we have competition. Yes, clients are postponing buying decisions.
So what?
If you focus on building relationships and implement the
sales strategies I reveal here, you'll be able to close more deals and get more sales now.
People will buy from you even in a lagging economy -- no matter what your price point.
3 Ways to Get In, Get Started, and Close More Deals
Sales Closing Tip 1: Recommend New Approaches
Good salespeople have always talked about creating value.
Now we need to put ourselves in our clients' shoes and be creative. We must get in and get
started. Think smart, not big. It's always smarter to have a smaller piece of something,
than a big piece of nothing. Begin with a smaller project, a reduced order, or a regional,
rather than global, implementation. Get in, and get to know the client. Let them get to
know you. Get to know their business.
Sales Closing Tip 2: Create Metrics
Sit on the same side of the table as your client. Work
together to determine the best way to get started. Always, always, create metrics with
your client. How do you, together, define success? Get agreement that once this project is
successful--according to the metrics you've agreed upon--that the client will work with
you to identify other sales opportunities within their organization. A successful project
breeds a successful relationship, which leads to successful referrals. This means more
sales leads and more money for you!
Sales Closing Tip 3: Negotiate or Walk
Yes, the client will want to negotiate on price. That's
their job--to build business while watching the bottom line. How many times have you
submitted a sales proposal to a client, and had them say, right off the bat, "Great!
Where do I sign?" It doesn't happen. We always want to get the best deal, so why
wouldn't our clients?
If you must adjust your price, then adjust the scale of
your project or the deliverables as well. Always get something in return and write it into
your agreement. Maybe the client agrees to write a testimonial or promises to refer you to
another business unit in their organization, or to someone they know at a different
company. Maybe you barter some of your services. Bartering is an age-old way of doing
business, and it makes sense in many cases if you want what they have and they need what
you have. Perhaps the client has software that your company needs, or a consulting
methodology that could propel your business. You get the picture. Work it out.
If you can't work things out, be willing to walk away. It's
a tough decision, but it may be your best strategic sales decision. You'll be off to the
next client who values what you offer and is willing to pay for it.
If you follow my advice in this article and in my book, No
More Cold Calling™, you will build lifetime customer relationships with clients who
want to buy from you over and over again even in a lagging economy. You will get more
referrals. And, you will close more sales.
So, what are you waiting for? Get in and get started now! |
|
