There are a few things you must do to prepare for your first face-to-face meeting:
- Make a list of what you want to accomplish during the meeting;
- Anticipate potential concerns from the client;
- Check to ensure you are completely prepared;
- Listen more than you talk;
- Bring support staff with you;
- Use and respect the client’s format;
- Always follow through;
- Ask for what you need and seal the deal;
- Simplify your prospect’s life;
- Find ways to boost your credibility;
- Build and nurture relationships;
- Learn from “no”. Find out what didn’t work so you know how to change it going forward.
These are all important things to do both before and during your presentation. With confidence behind your company and product, you will catch that big fish. The next step of the process is negotiation. This can seem a little intimidating, but with a few tips and tricks, it will become natural to you.
Here are some tips to help you negotiate successfully:
Build a pricing strategy and stick to 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;
Negotiate with a person, not a “company”. Don’t allow their answer to be that
they would like to, but can’t;
Don’t sell yourself short;
Mitigate your pricing. If you go too low you won’t be able to substantially increase
prices and you need to make a profit;
Don’t sacrifice quality for the deal;
Your services should always count as costs;
Boost margins with add-ons;
10. Handle request for proposals with the utmost care.
These are the ways you can ensure both parties are getting the best possible arrangement from the partnership. Once you start meeting or working together, it’s imperative to continue to build your relationship so that the representative becomes an ally that best suits you as they will be more likely to vouch for you and build on the partnership you have with their company.
We like to call this person a champion. They are a champion for your company and can bring a stronger, brighter future to your company. Here are the characteristics of a great champion:
They are respected by supervisors;
They are socially networked;
They think in the best interest of their company, long term;
They are able to quickly navigate through the company to get things done;
They are willing to give credit to another person;
They share the same business philosophy, values, and vision as you.
Now that you know how to negotiate for what is best for both parties and build on relationships, we’re going to explore how to utilize your fish’s power to your benefit.
If you need help with any of the negotiation or courting process, reach out to me to get a wealth of great tools and resources.