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Forum Insight

Forum Insight: 5 top tips to closing big money deals…
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There are a number of viable reasons as to why decision-makers across a broad range of sectors ultimately lose out on big money deals; many overlooking the simplest of techniques that can either make or break a business relationship. Here, we break down the fundamental tips to help you sell your services…

  1. Let the client do the talking

Inevitably, to provide the very best service for your existing and potential client base, it’s crucial to find out exactly what the client is looking for. Don’t be afraid to ask as many questions as you can to hone in on what their needs are. By asking questions, not only will this benefit your end by acquiring a better understanding; however, the client will also feel they are being productive and part of the solution.

  1. Personalisation goes a long way 

    Remember that clients say things for a reason. If they volunteer that they can’t talk right now because they are getting ready for a social event taking place on a Saturday; on your follow up call, ask them casually how the event went. Although you shouldn’t pry or send a gift, by casually asking about the event, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.

  1. Be enthusiastic

Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client on board. An enthusiastic attitude is sure to open many doors for you.

  1. Play it simple 

    Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract. You may find that if you are speaking to a perspective client on the phone, stand up. For many people, standing makes them get straight to the point. 

  2. When should we get started?

A straightforward ‘yes’ or ‘no hinges on far more than just the specific closing sentence or question, reps often struggle with wording their deal denouements. Does this sound too pushy? Too weak? Should they ask a question, or use a statement instead? But just like there’s more than one way to peel an orange, there are several strong ways to close a deal.

Forum Insight: The essential client meeting checklist…
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A well prepared face-to-face client meeting can create a significant impact on the quality of existing and new business relationships; as well as vastly increasing the value of a company in the long term.

Conducting client meetings is also a viable solution to sustaining business longevity which, is primarily determined by the loyalty and commitment of its customer base. Therefore, by following our essential checklist, a strong focus on hosting productive client meetings could turn out to be the one of best investments you will ever make in your business…

  1. Do your homework

It’s worthwhile to spend some time researching your clients’ business: their strengths, weaknesses, competitors and challenges. Gathering as much information as possible before your meeting will give you the much-needed confidence to hold a strong conversation and proactively suggest appropriate solutions.

  1. Plan your meeting

Particularly at a Forum or Summit, it’s likely you will only have around 20 minutes to make a bold first impression, so don’t waste it! Make sure to rehearse answers to any potential questions you feel the client may ask, and you’ll then be ready to overcome any obstacle.

  1. Focus solely on the client

Your last meeting went really well, and the client has given you a brief. Put that meeting to one side – you already have a date set for the next contact. Don’t neglect the client sitting in front of you; their potential contract could be bigger than the last and it crucial to keep this focus. If the clients purchasing requirement is good enough for them to travel to the Forum, then the sales opportunity is good enough for you to give them your undivided attention.

  1. Watch your body language

Get it wrong and it will be a deal breaker. Be immaculately dressed; firmly shake hands and pay attention to how you sit or stand. Strategically plan your coffee breaks; don’t leave your stand five minutes before your next meeting – they may be five minutes early! Inevitably, first impressions always count, so talk to them like you mean it. Be enthusiastic about the things you are talking about; listen to what they say and ask as many questions as you can.

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