Why You May Blow that Big Opportunity

By Herman Pool
In Marketing
July 25, 2012

Article By Vertical Axion

A deal can consist of a number of things depending on what your business does: it can be a new client, an acquisition, or a new partner that will bring in hundreds of new customers. Opportunities to make deals come and go, and if you don’t take advantage of the ones that do come, your company can find itself running on empty. Here are a couple of ways to drop the ball when trying to make a deal – avoid them at ALL costs.

Neglecting to Tell Them Exactly What They Need to Do

Your pitch might be amazing, and your client may be interested in inking a deal with you. But how are they supposed to move forward if they don’t know what they need to do? Whenever you make a call or attend a meeting, make sure you have a clear, concise list of things that need to get done by the end. Bullet points are preferable. It sound look something like this:

CLIENT Set up Facebook account and enter correct information
CLIENT Post the first three posts on Facebook before tomorrow
ME Design Timeline Cover Picture
ME Buy Sophie’s birthday present

And so on and so forth. By the end of the meeting, both you and your potential partner or client should have a copy of this list. Make sure your points are easy to understand and to the point.

Forgetting to Communicate on a Regular Basis

Since you’re the one trying to sell something, it’s always your job to make sure that your client doesn’t accidentally fall off your map. You can’t expect the client or company to get back to you on time, every time – life is busy. Set a reasonable timeframe and if they haven’t gotten back to you within that timeframe, drop them a reminder note. More often than not, life happened, and they still want to work with you on the deal. A reminder can help them remember they need to keep moving forward.

Lacking a Personal Connection

When it comes to trying to bring a new client aboard, trust is vital. Most people won’t do business with people they don’t trust. This means that you need to take the time to make a personal connection with the person or company you’re trying to sell to. Making it all about business is a death sentence for any sale you might be trying to make. Start with just friending them on Facebook. Comment on their statuses and engage in their life. If they need help or support with something, offer it. If you can make a connection, you’d best bet that the next time there’s a message from you in their inbox with 60 other messages, yours will be the first they open.

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Author: Kat