There are a few things you need to do and consider 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 make sure 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 for the next time.
Each of these is important 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 can become natural to you.
Here are some tips to help you negotiate successfully:
- Build a pricing strategy and stick with 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 let their answer 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 raise it back up, 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.
- Handle requests for proposals with the utmost care.
These are the ways you can ensure both parties are getting the best possible outcome from the partnership. Once you start meeting or working together, it is important to continue to build your relationship in order for that representative to become a big ally for you. 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’s long run.
- 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 what is best for both parties and build on relationships, we’re going to talk about how to use your fish’s power to the best of your benefit.
If you need help with any of the negotiation or courting processes, check out this FREE guided tour to get access to a wealth of great tools and resources to improve your success.
Or reach out to: Stacey Sagues or Philip Lewis
Stacey@pegcoaches.com or Philip@pegcoaches.com