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Closing the Deal: Getting That Project

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Session for the AMWA Medical Writing and Communication Conference, Denver, Colorado, October 2016.

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Closing the Deal: Getting That Project

  1. 1. Closing the Deal: Getting That Project October 2016 @clearwriter #AMWA2016 1
  2. 2. October 2016 @clearwriter #AMWA2016 2
  3. 3. October 2016 @clearwriter #AMWA2016 3
  4. 4. Closing the Deal October 2016 @clearwriter #AMWA2016 4
  5. 5. October 2016 @clearwriter #AMWA2016 5
  6. 6. October 2016 @clearwriter #AMWA2016 6 Via ThisIsIndexed.com
  7. 7. October 2016 @clearwriter #AMWA2016 7 “We’re on a road to nowhere” - Talking Heads ”Road to Nowhere”
  8. 8. October 2016 @clearwriter #AMWA2016 8 Image courtesy of Shutterstock
  9. 9. Closing the Deal October 2016 @clearwriter #AMWA2016 9
  10. 10. 1. Set the stage October 2016 @clearwriter #AMWA2016 10
  11. 11. 1. Set the stage 2. Find prospects October 2016 @clearwriter #AMWA2016 11
  12. 12. 1. Set the stage 2. Find prospects 3. Do the research October 2016 @clearwriter #AMWA2016 12
  13. 13. 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch October 2016 @clearwriter #AMWA2016 13
  14. 14. 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal October 2016 @clearwriter #AMWA2016 14
  15. 15. 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal October 2016 @clearwriter #AMWA2016 15
  16. 16. You are a professional October 2016 @clearwriter #AMWA2016 16
  17. 17. October 2016 @clearwriter #AMWA2016 17 Image courtesy of Shutterstock
  18. 18. October 2016 @clearwriter #AMWA2016 18 Image courtesy of Shutterstock
  19. 19. October 2016 @clearwriter #AMWA2016 19 Image courtesy of Shutterstock
  20. 20. Not just physical appearance October 2016 @clearwriter #AMWA2016 20
  21. 21. October 2016 @clearwriter #AMWA2016 21
  22. 22. Title: Eidtor October 2016 @clearwriter #AMWA2016 22
  23. 23. October 2016 @clearwriter #AMWA2016 23
  24. 24. Email: partygurl69@aol.com October 2016 @clearwriter #AMWA2016 24
  25. 25. October 2016 @clearwriter #AMWA2016 25
  26. 26. Closing the Deal October 2016 @clearwriter #AMWA2016 26
  27. 27. Closing the Deal October 2016 @clearwriter #AMWA2016 27
  28. 28. October 2016 @clearwriter #AMWA2016 28 “If I can’t see examples of their work beforehand, I won’t make the call.” - TT, Life Technologies
  29. 29. October 2016 @clearwriter #AMWA2016 29 Make the content interesting.
  30. 30. October 2016 @clearwriter #AMWA2016 30
  31. 31. October 2016 @clearwriter #AMWA2016 31
  32. 32. October 2016 @clearwriter #AMWA2016 32
  33. 33. October 2016 @clearwriter #AMWA2016 33
  34. 34. “If I have two candidates, I’ll call the one with LinkedIn references first. They’re pre-vetted. It eliminates an entire step in the discovery process.” - KG, Roche October 2016 @clearwriter #AMWA2016 34
  35. 35. October 2016 @clearwriter #AMWA2016 35 Image courtesy of Shutterstock
  36. 36. October 2016 @clearwriter #AMWA2016 36 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal
  37. 37. Cold call October 2016 @clearwriter #AMWA2016 37
  38. 38. “Hello from the other side. I must have called a thousand times.” October 2016 @clearwriter #AMWA2016 38 - Adele ”Hello”
  39. 39. October 2016 @clearwriter #AMWA2016 39
  40. 40. October 2016 @clearwriter #AMWA2016 40
  41. 41. Inbound inquiry October 2016 @clearwriter #AMWA2016 41
  42. 42. “You start a conversation you can't even finish it. You're talking a lot, but you're not saying anything.” October 2016 @clearwriter #AMWA2016 42 - Talking Heads ”Psycho Killer”
  43. 43. October 2016 @clearwriter #AMWA2016 43 Image via U.S. Navy
  44. 44. October 2016 @clearwriter #AMWA2016 44 “We need a white paper to give a clear explanation of our technical benefits.”
  45. 45. October 2016 @clearwriter #AMWA2016 45 “We're looking for a dynamic activator to generate key synergies within our strategic revenue-generating ideation technologies.”
  46. 46. October 2016 @clearwriter #AMWA2016 46 Image courtesy of Shutterstock
  47. 47. October 2016 @clearwriter #AMWA2016 47 Image courtesy of Shutterstock
  48. 48. October 2016 @clearwriter #AMWA2016 48 Image courtesy of Shutterstock
  49. 49. Referral October 2016 @clearwriter #AMWA2016 49
  50. 50. Closing the Deal October 2016 @clearwriter #AMWA2016 50
  51. 51. “If there’s anything that you want If there’s anything I can do Just call on me and I’ll send it along With love, from me to you.” October 2016 @clearwriter #AMWA2016 51 - The Beatles ”From Me to You”
  52. 52. October 2016 @clearwriter #AMWA2016 52
  53. 53. October 2016 @clearwriter #AMWA2016 53
  54. 54. October 2016 @clearwriter #AMWA2016 54 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal
  55. 55. Listening October 2016 @clearwriter #AMWA2016 55
  56. 56. October 2016 @clearwriter #AMWA2016 56 Image courtesy of Shutterstock
  57. 57. October 2016 @clearwriter #AMWA2016 57 “Bigmouth strikes again.” - The Smiths ”Bigmouth Strikes Again”
  58. 58. October 2016 @clearwriter #AMWA2016 58 Via ThisIsIndexed.com
  59. 59. October 2016 @clearwriter #AMWA2016 59 Image courtesy of Shutterstock
  60. 60. October 2016 @clearwriter #AMWA2016 60 Image courtesy of Shutterstock
  61. 61. October 2016 @clearwriter #AMWA2016 61 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal
  62. 62. “Let us leave the confusion and all disillusion behind.” October 2016 @clearwriter #AMWA2016 62 - Dean Martin ”Volare”
  63. 63. We’re all on the same page October 2016 @clearwriter #AMWA2016 63
  64. 64. October 2016 @clearwriter #AMWA2016 64
  65. 65. October 2016 @clearwriter #AMWA2016 65
  66. 66. Perception October 2016 @clearwriter #AMWA2016 66
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  71. 71. October 2016 @clearwriter #AMWA2016 71
  72. 72. October 2016 @clearwriter #AMWA2016 72 Image courtesy of Shutterstock
  73. 73. October 2016 @clearwriter #AMWA2016 73
  74. 74. October 2016 @clearwriter #AMWA2016 74 1. Set the stage 2. Find prospects 3. Do the research 4. Proposal pitch 5. Close the deal
  75. 75. October 2016 @clearwriter #AMWA2016 75
  76. 76. October 2016 @clearwriter #AMWA2016 76
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  83. 83. October 2016 @clearwriter #AMWA2016 83 Image courtesy of Alejandro Escamilla, via Unsplash
  84. 84. October 2016 @clearwriter #AMWA2016 84 Image courtesy of Shutterstock
  85. 85. October 2016 @clearwriter #AMWA2016 85
  86. 86. Bonus advice! October 2016 @clearwriter #AMWA2016 86
  87. 87. “I was looking for a job, and then I found a job. And heaven knows I'm miserable now.” October 2016 @clearwriter #AMWA2016 87 - The Smiths “Heaven Knows I’m Miserable Now”
  88. 88. “How do I know when to fire a client?” October 2016 @clearwriter #AMWA2016 88
  89. 89. “We’ve been in worse jams than this, haven’t we, Hildy?” October 2016 @clearwriter #AMWA2016 89 - Cary Grant His Girl Friday
  90. 90. October 2016 @clearwriter #AMWA2016 90 Image courtesy of Shutterstock
  91. 91. October 2016 @clearwriter #AMWA2016 91 “You may say to yourself, my god, what have I done?” - Talking Heads “Once in a Lifetime”
  92. 92. October 2016 @clearwriter #AMWA2016 92
  93. 93. October 2016 @clearwriter #AMWA2016 93
  94. 94. “10% of nothin’... let me do the math here... nothin’ into nothin’, carry the nothin’....” October 2016 @clearwriter #AMWA2016 94 - Jayne Cobb Firefly
  95. 95. October 2016 @clearwriter #AMWA2016 95 Image courtesy of Shutterstock
  96. 96. October 2016 @clearwriter #AMWA2016 96
  97. 97. alisa@ClarifyingComplexIdeas.com ClarifyingComplexIdeas.com @clearwriter October 2016 @clearwriter #AMWA2016 97

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