YinvsYang

Today I had a big sales meeting with huge ramifications for the future of my company.  We were under pressure to come in and show a client why we were worth a lot more money than the competing offers.  My company had done a lot of work for the opportunity to close this deal, and today was crunch time.  Either we walked out with the deal, or we did not.  I also had an added reason to be nervous about the meeting.

Last night we found out that a Web Development competitor proposed a price to our clients that was not only a lot cheaper, but supposedly faster as well.  This was of course, not possible.  But how was I to know the client believed me?

By the time I actually was able to fall asleep last night(if that’s what you call it), I was even more nervous about our chances.  This was a deal we thought we had in the bag, and now it was all up to how we handled the big meeting.  We either killed it, or it killed us.

Needless to say, here are some useful tips that helped direct our mental approach…

1. Under Promise, Over-deliver.  Everyone has the urge to tell the client what they want to hear, especially in a face-face meeting, but never make a promise you are not sure you can keep.  It’s best to overestimate, and finish early, than underestimate and come in late.  Do not get sucked in to meeting unreachable deadlines.  It’s best to give an accurate assessment than try to appease a client in the short term.

2. Nothing is worse than getting underpaid.  With big meetings, there can be an intense focus on getting the gig.  However, getting underpaid for the gig is actually worse.  Make sure you set the lowest you are willing to accept for the project before the meeting takes place.  This way, during the meeting, you don’t have to make a decision under pressure.  It has already been made.

3.  Be Honest.  This may sound naive, but it is better than any sweet talking.  I never tell a client what they want to hear, or try to out due another competitor’s lie with one of my own.  I simply tell the truth, and explain the reasons behind it.  I believe a client is always able to decipher sincerity and rehearsed answers.

4. Educate Your Customer.  Nobody should know your job like you do.  Make sure you let the client know that as well.  Talk to them in simple, layman’s terms so that they understand things better.  Don’t just try to impress them with fancy words or knowledge and don’t be afraid to tell a client that you know better.  If it is genuine, they will respect you more for it in the end.

5. Believe in yourself and your work. This may sound simple, but it is the most important tip.  Know what you want to get out of the meeting and visualize how you are going to get it.  My wife walks in on me having imaginary conversations all the time.  I am surprised she has not had me committed yet :).  But the truth is, the more you are prepared, the better off you are, no matter what it takes.

6. Look at things from a client’s Point of View.  Figuring out what your client really wants makes it much easier to sell the deal.  Sometimes I can be so caught up in what I need, I fail to look at the deal from the customer’s point of view.  This is an important part of putting together solid business relationships.  No one stays in a one-sided business relationship for long.  Make sure what you are offering is fair for the client, as well as yourself.

7. Preparation is Key.  I like to have a brief meeting with my people before we enter a meeting.  In this pre-meeting, I pick a simple message we are trying to get across, and identify any anticipated discussions.  This gives us a chance to speak our thoughts before we are in front of the client.  It also helps everyone get on the same page before it is too late.

I would love to hear some other tips from your experience.

Just like you, I could always use some tips to keep sharpening my game as well.  Improving at anything is a never-ending process.

By the way, we did nail the meeting, and got the work for the price we anticipated.  We stuck to these 7 tips, and were not only able to get the project, but also at terms we know we will be able to meet.  It might have taken some extra risk, but it is all worth it in the end for us.  Under these terms, we will look successful, the client will be happy, and that will sell itself in the long run.

Know what you want, and don’t be afraid to make sure you get it.  Business is just like my favorite hobby, Jiu Jitsu:  It’s all about putting yourself in the best possible position to succeed.  Remember that, and all these tips, the next time you want to close that deal!

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