Sealing the deal with a prospective client is important, but you knew that already. The problem that most first time sellers and small business entrepreneurs have is the feeling that they are being pushy. Small business tips to close a deal with a prospective client are quick to remind you that you sell every day; and it’s true, you are always selling.
You sell to clients the same way you sell to your kids, to your spouse, to your friends. We are all selling a point of view every day. So, how can you use the same mindset you have to sell to clients and seal the deal?
- Understand the Client
The most important key to success in closing a deal with a prospective client is to understand what the client wants. For instance, at RingByName, we know that the client we want is a company that wants to sell, and sell better than they currently are. Clients who are in the trenches everyday selling, making contacts, and running mid-sized operations. We look for clients who don’t know how much their business phone service can help them.
Do the same. Look for a client who can benefit from your product or service, and learn everything you can about them.
- Know Your Service & Be Specific
Businesses that in the trenches know that selling is like war. Websites that offer small business tips will rarely refer to it like battle, but we believe it is. If you think of sales like a battle, then your prospective client’s resistance is your enemy.
Sun Tzu, the famous Chinese military strategist said: “Know yourself and you will win all battles”.
Know your business, know your competitors, know your own weaknesses and strengths. Push clients towards those strengths and correct your weaknesses. Anticipate your short-comings before you try to close a deal with a prospective client.
- Combine & Customize
Take the last two points, combine them, and customize your pitch to each client. Use your understanding of the client to narrow down what they need, understand your product so you may service that need, and then customize the service for each client.
Now you’re not selling to a prospective client, you are having a conversation about what they need. As an example, RingByName creates solutions that are completely customizable. Not every business wants every VoIP feature we offer, but we know them well enough to know what benefits we can offer.
- Show Don’t Tell
Don’t pitch them a service, show them how you’ve helped. If you don’t have a portfolio yet, then start by sending clients articles that indirectly prove your services can work. An online marketing company may send articles by Google; a lawnmower company may send articles about the benefits of cut grass, etc.
This step is when most new sellers feel the pushiest, but you can’t just leave it alone, you must follow-up if you hope to seal the deal with a prospective client. Send a thank you note, send more information that you found about their industry’s trends, show them that you are invested in making their business better! No matter what, follow-up!