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Forum Insight: 5 top tips to successfully closing big money deals…

 800 450 Jack Wynn
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There are a number of viable reasons as to why decision-makers across a broad range of sectors ultimately lose out on big money deals; many overlooking the simplest of techniques that can either make or break a business relationship. Here, we break down the fundamental tips to help you sell your services…

  1. Let the client do the talking

Inevitably, to provide the very best service for your existing and potential client base, it’s crucial to find out exactly what the client is looking for. Don’t be afraid to ask as many questions as you can to hone in on what their needs are. By asking questions, not only will this benefit your end by acquiring a better understanding; however, the client will also feel they are being productive and part of the solution.

  1. Personalisation goes a long way 

    Remember that clients say things for a reason. If they volunteer that they can’t talk right now because they are getting ready for a social event taking place on a Saturday; on your follow up call, ask them casually how the event went. Although you shouldn’t pry or send a gift, by casually asking about the event, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.3. Be enthusiastic

Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client on board. An enthusiastic attitude is sure to open many doors for you.

 

  1. Play it simple 

    Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract. You may find that if you are speaking to a perspective client on the phone, stand up. For many people, standing makes them get straight to the point.

  2. When should we get started?

A straightforward ‘yes’ or ‘no hinges on far more than just the specific closing sentence or question, reps often struggle with wording their deal denouements. Does this sound too pushy? Too weak? Should they ask a question, or use a statement instead? But just like there’s more than one way to peel an orange, there are several strong ways to close a deal.

 

Forum News: The hidden costs of exhibiting at trade shows…

 1024 666 Jack Wynn
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Without the knowledge of other costs involved, the £2000 stand you’ve just booked at your industry trade show looks like a really inexpensive way of generating new business. But is it really justifiable?

Assuming you have just bought a stand and shell scheme, you will still need to consider the following costs:

  • Show services such as lighting and electrics. These facilities are often controlled by the event organisers and can be costly. Also add on furniture hire, even carpeting. Estimated cost: £500-£1000.
  • Then there’s transportation, moving the whole stand together with any literature and other equipment, all will need to be transported to and from the show with another £500 added on to the bill.
  • Paramount to any trade show exhibition is advertising and other promotional materials which can amount to more than £1000. It’s all very well having a lovely brochure, but be aware of the cost of handing them out.
  • Once the stand and everything else is up and running, your staff will need feeding. Five staff members with breakfast, lunch and dinner over the average three days is not cheap.
  • When the exhibition is finally over, the charges keep on coming with clear up costs. Make sure you take your rubbish and leftovers with you or you may well get charged; and if your site is damaged in any way, it will more than likely result in an invoice.
  • Making sure you acquire an adequate insurance policy, not only for your goods on display, but also liability insurance should anyone hurt themselves while on your stand is crucial. And that’s not cheap either, with an expected £150 or more price tag.
  • You’re not finished yet; personnel is considered as one of the biggest costs of an exhibition. In addition, the extra £1,000 an employer will have to pay staff for longer hours, other costs such as accommodation, food, travel and parking also come into the equation.

Look at all the leads we’ve got…

The mountain of business cards you’ve collected; the dozens of quotations you were asked to supply after the event; the hours of organising them and calculating estimates; these are time consuming – as is following them up.

Then there are the decision-makers you met, or were scheduled to meet. Did they even show up to the event? If they did bother to put on an appearance, did they find your booth; did you get the chance to sit down and talk?