1. Listen to your client --> the single most important thing that a successful sale can make
is a careful listening to your client. understand what he wants and how is he working at
present and what problems is he facing, or what kind of solution or result he is expecting.
understand the processes that he is at present doing, and your potential that could fill the
void that he has brought to you. then simply present the solution in the most simplified
manner that makes him feel that his problems gets a better solution, or that he can continue
doing better, and comes to you in future.
2. Build a relationship and demostrate your expertise --> business owners usually dont want
to become experts, but just want to know an expert they can rely on, and who can provide a
better and good solutions on a long term basis.
3. Present solution to your client's problem --> there are cases that some may seek your
help in solving a problem, or enter into a formal contract to get a better solution.
4. Recognize the point where you have won a good client --> Its very important to keep track
of those questions that make the clients face turn from anxiety to relaxing face. just see
the expression that is building trust in the eyes of the client. If they feel they are
better off somewhere else than here, you have lost just not one client in front of you, but
those clients whom he might influence at a later stage. If he feels the repentance of not
coming to you all these, you have won a big battle.
5. Communicate in the way (email, phone, in person) your client prefers, not the way you
prefer --> Get to know the most convenient way to contact the client. It must be that you
are convenient in something and he is busy in something else, and in the process you either
loose the business, or a communication gap can break the wall. Ask the client as to what's
the best way to contact him (casually and in cases of emergencies), so that you dint take
any hasty decisions which might turn up as a loss to either the customer or you. what ever
may be the case it is you who is blamed for the improper judgment, although it could be the
irresponsibility of the client.
6. Appeal to both emotion and reason --> you have to convince the client not only with solid
reasons to take your help, but also emotionally, that they have come to the right place and
can take a deep breathe and relax of their right choice being there.
DONT'S
1. Don’t try to make a sale without first building trust --> the worst thing is to make a
sale or push someone to decision without building trust. When people feel that they are
using the right produce, they get attached to it.
2. Don’t waste your time with clients who don’t fit you --> Another bad thing to do is to
waste your time on someone who doesn’t fit you well. You may need the business really badly
and so you go after everyone no matter what, but the truth is that taking clients who don’t
fit you will be worse in the long run because they will drain your time and keep you from
finding the ones that fit. they are a waste of time and some time can pull you down when you
get a good and better client, and to whom your precious time doesn't go waste.
3. Don’t waste money (and paper) on marketing materials --> All I need is a net meeting tool
and a demonstration website. Try to stay as paperless as possible. computers have all the
better option of editing in a better way than paper, although the last and final print can
be on paper. Means don't unnecessarily waste money on materials and stationary.
4. Don’t set unrealistic expectations --> Be pragmatic. Your goal is to have happy clients
who pay your invoices. It’s extremely important to set honest expectations up front. You
have to know your strengths and weaknesses and some other unexplainable obstacles and
limitations. This will take more time at the beginning but will save you five times the
effort on the back end trying to defend an invoice or correct a misunderstanding. If you set
a fair target, you can win clients and finish the job, else you tend to finish the client
and your reputation, explain as to what time the job really can be finished at, and don't
take too much time than what it really needs. Approx 125% time is a safe option, and if you
finish early, its a credit, than taking less time and repenting or giving lame excuses to
defend yourself, staking your reputation.
5. Don't nag, but don't give up too early either --> Be more polite. If you are having more
work, and not possible to take more projects, never say NO like banging on their face. say
in the most polite manner, and if necessary quote your helpless situation. Don't create a
position that you have to call them when you have little or no work. this would put you in a
hapless situation. tell them when you can get back to them, or when they can call back,
rather than you running behind them to get their work done, or make them frustrated by your
behavior. DON'T FORGET TO CONTACT EVERYONE THAT YOU WERE TO MEET ON THAT DAY.A phone call, or an e-mail, or a chat could help a lot, than causing any trouble.
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