Written by Sean McPheat |
It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to sign on the line that is dotted.
Oh, wouldn’t it be wonderful if it happened all the time?
Well, I can’t promise that, but I can give you the chance to improve the number of times it happens with these top tips:
1. Simplify the prospect’s life. People will be happy to choose you if they feel that you are making their busy lives easier with your solution. Never underestimate the power of taking away the stress of decision-making from the prospect. If what you provide allows them to carry on making money, improving productivity, lowering overheads, improving morale, upping profits or creating better working relations with their staff, you have made the hot button of decision-making ring ding-a-ling-a-ling.
2. Build your credibility. Most buyers don’t want to make a decision to go with a new supplier because of the inherent risks that come with change. Make it easier for them to decide by proving through testimonials, whitepapers, recommendations, articles about your business and the like, that you are the right choice for them. It reduces the risks when they see proof of what you are claiming.
3. Have back-up people in your back pocket. Many buyers want to know that they have other people in your company they can call or email if there are any problems of causes for concern. Being able to prove that support is available may swing the balance your way. Give them confidence in the support you can offer by enlisting help from the admin team or secretaries who can pass on urgent messages to you or answer any queries they may have.
4. Manage the expectation. This may seem obvious but it cements the relationship between you and the client. Define what the results will be after the deal has been done and they start to use your products and services. Define what they will receive as service from your company. Determine how they will measure the success of the contract and endeavour to maintain or beat it. That way, you’ll build respect and encourage the prospect to choose you as the main supplier.
By using these tips, you give yourself opportunities to set business goals for you and the prospect and give them more reasons to say yes.
Originally published: 1 October, 2013