Bring Them Flowers

There are a few things you need to do and consider to prepare for your first face to face meeting:

• Make a list of what you want to accomplish during the meeting.
• Anticipate potential concerns from the client.
• Check to make sure you are completely prepared.
• Listen more than you talk.
• Bring support staff with you.
• Use and respect the clients’ format.
• Always follow through.
• Ask for what you need and seal the deal.
• Simplify your potential client or customers life.
• Find ways to boost your credibility.
• Build and nurture relationships.
• Learn from “no”. Find out what didn’t work so you know how to change it for the next time.

These are all important things to do both before and during your presentation. With confidence behind your company and product, you will catch that big fish. The next step of the process is negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you, so in today's blog, we’re going to talk about effective negotiating techniques that will bring you the relationships you want in life, so read on and enjoy!.

Here are some tips to help you negotiate successfully:

1. Build a pricing strategy and stick with it.
2. Prioritize what you plan to offer when opportunity presents itself. This should include what really matters to you and what you are willing to give in on.
3. Don’t give in too quickly.
4. Negotiate with a person, not a “company”. Don’t let their answer be that they would like to, but can’t.
5. Don’t sell yourself short.
6. Mitigate your pricing. If you go to low you won’t be able to raise it back up and you need to make a profit.
7. Don’t sacrifice quality for the deal.
8. Your services should always count as an investment that brings an ROI.
9. Boost margins with add-ons.
10. Handle request for proposals with the utmost care. (I like to say oven gloves)

These are the ways you make sure that both parties are getting the best possible situation from the partnership. Once you start meeting or working together, it’s important to continue to nurture your relationship so that that representative becomes a big of an ally for you. They are more likely to vouch for you and build on the partnership you have with their company.

We like to call this person a champion. They are champion for your company and can bring a stronger, brighter future to your company. Here are the characteristics of a great champion:

• They are respected by supervisors.
• They are socially networked.
• They think in the best interest of their company’s long term.
• They are able to quickly navigate through the company to get things done.
• They are willing to give credit to another person.
• They share the same business philosophy, values, and vision as you.

Now, that you know how to negotiate for what is best for both parties creating a WIN WIN WIN and build on relationships, we’re going to talk about how to use your fish’ power to the best of your benefit.

Your turn...

How do you start your negotiations? Do you nurture the relationship and continue on even after the deal is sealed. Share some of your negotiation successes.

One of my successes was doing a 3-day seminar and no one could close this man and his business partner so they gave up. I pride myself in talking to people after my presentation so I chanced upon talking to them after some of the staff briefed me NOT to talk to them, they were a waste of time. After talking with them, not only did they sign up, they contacted me after the seminar and paid their full investment just to be mentored by me. My colleagues dubbed me the name “CLOSER” because of my approach to any negotiations.  

Comment below, I would LOVE to hear your thoughts.

If you need help with any of the negotiation or courting processes, connect with me for a Complimentary Business Breakthrough session to access a wealth of great tools and resources to help you be successful.

Thanks for reading and as always I look forward to connecting you.