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Build the relationship by speaking naturally to your clients

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Build the relationship by speaking naturally to your clients

  1. 1. SPeak Up for Successbuild the relationshipby Speaking naturallyto Your clientsJezra Kaye, President{ }
  2. 2. SPEAK UP FOR SUCCESSThe ClientLoomsLarge
  3. 3. SPEAK UP FOR SUCCESSThe RelationshipVENDORCLIENTTHE WORK
  4. 4. SPEAK UP FOR SUCCESSQualifyPitchPresent***
  5. 5. SPEAK UP FOR SUCCESSQualifyPitchPresent***
  6. 6. Speak Up for SuccessAsk These QuestionsWHAT?WHO?HOW?Qualify The Client
  7. 7. Qualify The Client!Prepare These AnswersWHAT!WHO!HOW!Speak Up for Success
  8. 8. Speak Up for SuccessQualify The ClientDetermine The BudgetBudget??I’ll nevertell!
  9. 9. SPEAK UP FOR SUCCESSQualifyPitchPresent***
  10. 10. Speak Up for SuccessThe Four Temperaments
  11. 11. Reliable
  12. 12. IMProver
  13. 13. HElper
  14. 14. Experiencer
  15. 15. Speak Up for SuccessThe Four Temperaments
  16. 16. SPEAK UP FOR SUCCESSQualifyPitchPresent***
  17. 17. You PitchWellANDYou Get theJobYou PitchWellBUTYou Don’tGet the JobYou Don’tPitch WellBUTYou Getthe JobYou Don’tPitch WellANDYou Don’tGet the Job?The Pitch Reality Grid
  18. 18. Your Avatar
  19. 19. Your Avatar
  20. 20. Your Avatar
  21. 21. Speak Up for SuccessPitch The ClientBe DirectI understand your needs andwill meet them, excellently.Your work will be deliveredon time and under budget.The process will becollaborative and smooth.I’m the best choice to do your job.I’m the best choice to do your job.3.2.1.
  22. 22. Speak Up for SuccessPitch The Client1.2.3.Be Concise
  23. 23. Pitch The ClientBe A PartnerSpeak Up for Success***Show that you understand the client’s painTreat the pitch like a kick-off meetingBe your best self (your Avatar)Ask the client for input,commentsReference your workingrelationship: “If we worktogether, I’m going tosuggest that we consider....”
  24. 24. SPEAK UP FOR SUCCESSQualifyPitchPresent***
  25. 25. Be Audible****Slow down between ideasAR-TI-CU-LATE consonantsOpen your mouth!Emphasize important wordsLeave space for them to reactAsk if they’re following***Speak Up for SuccessPresent To Your Client
  26. 26. SPEAK UP FOR SUCCESSItsHard toLISTEN
  27. 27. Speak Up for SuccessPresent To Your ClientBe POsitiveYou asked me to solve thefollowing problem.After great thought, I cameup with this solution.The outcome has beenexcellent, as I will show.Your job is going / has gone greatYour job is going / has gone great3.2.1.
  28. 28. Speak Up for SuccessSmart 10-year-old RuleAnswer these questions:What is it?What does it do?Why should you care?Then you can explain howit works... maybe!***Be Low-techPresent To Your Client
  29. 29. Speak Up for SuccessBe RealisticDon’t defend or explainRepeat what you hear“I’m hearing you say...”“Am I correct that...?”“So you’re thinking...”Get clarity and agreementon the next steps***Present To Your Client
  30. 30. SatisfyingANDLucrativeFrustratingBUTLucrativeSatisfyingBUTNotLucrativeFrustratingANDNotLucrative?Evaluate The Client
  31. 31. Qualify the client with questionsand answers— and get the budget!Pitch the client as if this is a worksession (you’re already on the team).Present your work with pride, and asolid message about why it’s great.***To Recap...SPEAK UP FOR SUCCESS
  32. 32. SPeak Up for Successbuild the relationshipby Speaking naturallyto Your clientsJezra Kaye, President{ }
  33. 33. ToLearnMore...speakupforsuccess.com/speak-like-yourself
  34. 34. www.speakupforsuccess.com718.636.0836** *Jezra KayeSPEAK UP FOR SUCCESS

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