CO
U
N
SEL
O
N
CLO
SIN
G
“CH
ECK
TH
E
BOXES”
AUGUST 19, 2015
• What works/doesn’t work
WHAT WE HOPE YOU’LL LEARN
TODAY
• What works/doesn’t work
• Delivering what marketers
want
WHAT WE HOPE YOU’LL LEARN
TODAY
• What works/doesn’t work
• Delivering what marketers
want
• How to post more wins
WHAT WE HOPE YOU’LL LEARN
TODAY
Positioning
Collateral
Content
Website
WHAT WE’RE GOING TO TALK
ABOUT
Positioning
Collateral
Content
Website
Managing Meetings
Post Meeting
Follow-Up
Proposals
RFIs/RFPs/Pitches
WHAT W...
LET’S START BY PUTTING
OURSELVES IN THE MIND OF
THE MARKETER
WHY DO MARKETERS LOOK?
WHAT
MAKES THEM
UNHAPPY?
IN THE WORDS
OF LEO
BURNETT
WHEN YOU
STOP THINKING…
…AND JUST
START DOING
WHEN YOU
STOP
CREATING…
…AND JUST
START
EXECUTING
WHEN YOU
STOP
BRINGING…
..AND JUST
START TAKING
AND WHEN THE APPLES JUST ARE
APPLES FOR EATING…
…AND NOT
WHO YOU ARE AND WHAT YOU
REPRESENT
THAT’S
WHEN
YOU TAKE
MY NAME OFF
THE DOOR.
T H E
MOM
E N T
POSITIONING
“CH
ECK
TH
E
BO
XES”
1st
--- Positioning
• What
• Who
• How
POSITIONING
What:
• Competency
(Sector,
Specialty)
POSITIONING
Who:
• Audience
POSITIONING
How:
• Insight
• Process
• Approach
POSITIONING
What to do?
POSITIONING
Live it:
• Collateral
• Content
• Website
• Presentation
• …EVERYTHING!!
POSITIONING
POSITIONING
CO
LLATERAL
COLLATERAL
Without collateral, it’s tough to
sell your value.
COLLATERAL
COLLATERAL
Keep it SIMPLE:
• Your brand
• Value Proposition
• Clients
• Showcase of Work
• Successes
COLLATERAL
Keep it SIMPLE…
…Regardless of the media
• Hard copy mailing material
• Case studies
• Electronic Outreach
COLLATERAL
Other Principles:
• “Use ½ the words”
• 2D is just as good as 3D
• Build content around it
COLLATERAL
Content must:
• Support positioning
• Continuously add value
• Be activated
POSITIONING
CO
N
TEN
T
CONTENT
Inbound Marketing:
• Build content
• Activate content
• Act on prospects taking
action on content
CONTENT
CONTENT
POSITIONING
W
EBSITE
WEBSITE
WEBSITE
Why Marketers Visit:
• WIIFM
• Experience
• Successes
• Team
COLLATERAL
Other Principles:
• Again: “Use ½ the words”
• Show pride in your work
and successes
• Think UX
M
ANAGING
THE
FIRST
CALL/M
EETING
“CH
ECK
TH
E
BO
XES
You Want the Prospect to Mentally
“Check all the Boxes”
• Starting with the pre-meeting connects
• Keep thinking about the...
You Want the Prospect to Mentally
“Check all the Boxes”…Saying:
• Yes, they have the experience in my sector
• Yes, they h...
PRE-CALL MEETING
Gather the facts:
• Study the company website
• Google News search the
company
• Find prospect on LinkedIn
PRE-CALL MEETING
Show you’ve studied.
Ask about:
• A particular issue?
• State of the industry, impact
of trends?
• Target...
PRE-CALL MEETING
Prepare to Bridge the Gap
• Provide what Marketers WANT
• RESIST what Marketers usually
get…
PRE-CALL MEETING
Marketers Want
• Ideas and how you’re different from other agencies
• Ask questions
• Demonstrate strateg...
PRE-CALL MEETING
What Marketers Get --- Stay away from:
• The agency’s opinion
• Creative highlights before strategy
• Por...
PRE-CALL MEETING
In Advance:
• Email the prospect a
suggested agenda
PRE-CALL MEETING
In Advance:
• Email the prospect a
suggested agenda
• Preliminary question(s)
PRE-CALL MEETING
In Advance:
• Email the prospect a
suggested agenda
• Preliminary question(s)
• Confirm
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you a
little bit about their busine...
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you
a little bit about their
busine...
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you a
little bit about their busine...
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you a
little bit about their busine...
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you a little
bit about their busine...
RULES FOR MANAGING THE
CALL/MEETING
1.Keep the laptop closed
2.Don’t ask them to “tell you a little
bit about their busine...
POST-M
EETING
FOLLOW
- UP
“CH
ECK
TH
E
BO
XES
POST-MEETING FOLLOW-UP
How to Most Effectively Move to Close
10 = They do a great job of following up
Marketers
Remember, Marketers feel that Agencies are neither good or
bad at follo...
Agencies
Remember, few Agencies close business after intro calls/meetings.
POST-MEETING FOLLOW-UP
Agencies
Patience and persistence is key…as it can take 2-3 months to close
something after an initial intro meeting.
POST...
POST-MEETING FOLLOW-UP
Move to close…
Toughest part of the process
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
• Confirm receipt
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
• Confirm receipt
• ...
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
• Confirm receipt
• ...
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
• Confirm receipt
• ...
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
• Say Thank You!
• Recap
• FEDEX and call
• Confirm receipt
• ...
POST-MEETING FOLLOW-UP
MOVE TO CLOSE
Post-Meeting follow-up
--- AND ---
CLOSE IT!!
PROPOSALS
“CH
ECK
TH
E
BO
XES
PROPOSALS
PROPOSALS
PROPOSALS
PROPOSALS
Principles
• Think: Prospect 1st
• Use ½ the words
• Show pride in your work and
successes
• Think UX
PROPOSALS
UX
• Ease of use
• Ease of Understanding
• Relevance
RFI'S/RFP'S
“CH
ECK
TH
E
BO
XES
RFI’S/RFP’S
Know the following:
• How many?
• Incumbent involved?
• Who decides?
• Timing?
RFI’S/RFP’S
When not to participate:
• Need to pay to participate
• More than 7-10 participants
• Can’t talk to the client...
RFI’S/RFP’S
Principles
• Think: Prospect 1st
• Use ½ the words
• Show pride in your work and
successes
• Think UX
RFI’S/RFP’S
UX
• Ease of use
• Ease of Understanding
• Relevance
PITCHES
“CH
ECK
TH
E
BO
XES
PITCHES
Know the following:
• How many?
• Incumbent involved?
• Who decides?
• Timing?
PITCHES
When not to participate:
• Need to pay to pitch
• More than 2-3 participants
• Can’t talk to the client
• You are ...
PITCHES
Principles
• Think: Prospect 1st
• Use ½ the words
• Show pride in your work and
successes
• Think UX
PITCHES
UX
• Ease of use
• Ease of Understanding
• Relevance
NIRVANA STATE
COUNSEL ON
CLOSING
“CH
ECK
TH
E
BO
XES
RECAP
• It’s all about them
RECAP
• It’s all about them
• POD / WIIFM
RECAP
• It’s all about them
• POD / WIIFM
• Make it multi-media
RECAP
• It’s all about them
• POD / WIIFM
• Make it multi-media
• Communicate with impact
RECAP
• It’s all about them
• POD / WIIFM
• Make it multi-media
• Communicate with impact
• Maximize UX
RECAP
• It’s all about them
• POD / WIIFM
• Make it multi-media
• Communicate with impact
• Maximize UX
• CHECK THE BOXES!
RECAP
Remember…
Thank You!
www.rswus.com
“Getting to Close”
A webinar designed to help you improve your
chances of closing new business
Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck
Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck
Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck
Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck
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Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck

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Annual surveys conducted by RSW/US consistently report year-after-year that what marketers want from agencies (during their first meeting and throughout the new business process) and what they actually get, are two different things.

With so many steps along the path from the first meeting with a prospective new client to winning their business, how do you keep from going off-course?

In this webinar, RSW/US Owner and President Mark Sneider discusses very specific actions your agency should take during each phase of the prospecting process – starting with initial preparation and leading all the way through to the steps necessary to effectively move a meeting to close.

Webinar available to view at no cost here: https://youtu.be/jp2o5eeqc-w

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  • What works/doesn’t work when moving your way through the new business development process
  • What works/doesn’t work when moving your way through the new business development process
    What marketers look for in meetings, proposals, RFP’s and pitches, and what you need to deliver
  • What works/doesn’t work when moving your way through the new business development process
    What marketers look for in meetings, proposals, RFP’s and pitches, and what you need to deliver
    Improving your chances of winning new business
  • We’ll cover a lot of bases today. Here are the topics -
  • And….
  • Really boils down to what Leo Burnett told his team during his valediction speech.
  • And, that’s when marketers start looking for a new firm.
    We see this every year in our surveys among key marketing decision makers
  • For every agency I’ve seen with long-standing clients I’ve seen just as many marketers who get worn out with their agency.
  • Frankly…it all starts the moment you start thinking about acquiring new clients
  • You Need to First Think About Your Positioning…
    Why? … Why would a marketer want you over another agency??
  • It’s not because you’re strategic and smart and efficient and fun to work with…that’s you and everybody else.
  • Think about your POD in terms of:
  • Map it out on a single page
    Compare it to your competitors
    Ask your clients
    Then live it
  • Seriously, EVERYTHING.
  • How important is collateral?
  • But your collateral needs to be an appetizer…not the main course
  • There are five things your collateral needs to communicate.
  • Collateral needs to be simple regardless of the medium or media you choose.
    Frankly, we encourage our clients to employ multiple media – just as you would for a marketing campaign for one of your clients.
    In just the same way, “breaking through” to a new business prospect requires building awareness, and this typically takes multiple channels delivering a consistent, clear message.
  • The content that provides the support needs to do three things:
    Support your agency’s positioning
    Be a continuously flowing sea of ideas, insight, and value for your prospects
    Needs to be activated; it cannot sit passively.
  • This is the fundamental principle of inbound marketing
  • You don’t need an inbound marketing package to make inbound marketing work for you.
    You just need to be fastidious in your commitment to build, activate, and act.
  • And do it with one voice!
  • That one voice includes your website.
  • Marketers do not come to sites to read about your philosophy or read about the activities going on around the office – or see pictures of your office.
    They come there to validate that you can do what they need you to do.
    They want to see, “what’s in it for me”; your experience and successes, and information about your team.
  • Gather the facts…or what you believe to be the facts.
  • Formulate 3-4 questions that you can use to showcase your knowledge about the prospect and their business. As an example….
    Ask about a particular issue they might be facing that one of your clients faced.
    Offer an observation about the state of the industry and how issues are affecting them – be ready to talk about how you’ve had to deal with similar issues.
    Question about some dimension relative to their target – so you can showcase your insights.
  • Email the prospect and spell out a desired agenda for them. For example:
    Agency questions about company/market, etc. and general discussion about Client business
    Review of Agency’s initial strategic thinking based on preliminary study of business
    Review of commonalities between Client’s offerings/structure and Agency’s experience
    Overview of Agency’s facts & figures (size, # employees, location, start date, etc.)
    Review of Agency’s work (if appropriate).
  • If you have a question or two prior to the meeting, don’t be afraid to call or email a quick question.
    Position it as “wanting to make the meeting as productive as possible”
    It will let them know you really care and want to help
  • Call to confirm the day before and on the voicemail do a quick reminder that you’re planning on coming to the table with some ideas/thoughts on the business that might prove of value.
  • Start by reviewing the proposed discussion agenda
  • You need to start by taking control of the conversation and showcasing your knowledge expertise.
  • You ALWAYS need to be thinking about what you want them to walk away with and as you ask questions and hear answers, subtly drop into the conversation how “we’ve done that”.
  • Ultimately, you want them to check all the boxes and feel good about the decision to see you.
    Don’t be cocky…but rather be smart and strategic in how you showcase the problems you’ve solved.
    When you can, drop in success metrics.
  • Give them things they can use to share with others when you walk out of the door
    One-pager outlining strategic thinking
    One-pager outlining “boxes”
    One-pager with Agency facts & figures
    Portfolio (hopefully you didn’t even show your creative during the meeting)
  • Whether it’s follow-up info you’re sending or a proposal you’re submitting, you need to establish a reason to see them again.
    Suggestion…now that you are armed with more information, suggest a more well thought out strategic plan (not tactics) to carry them through.
  • While this may not always be feasible, can’t hurt to try during the meeting.
  • How to Most Effectively Move to Close
  • This is the toughest part of the process for a few reasons:
    You are not on top of the prospect’s priority list;
    You are more than likely not a great sales person;
    You want them, more than they need you.
  • Best to drop them a hand written note. Minimally drop them an email thanking them for their time.
  • Topline discussion and delineate what the agreed to next steps are (with timing).
  • Fedex response or follow-up materials and put in a call.
    After you send the fedex (send it 2-day so it’s less expensive), call the prospect to let them know you sent it.
  • Call to confirm receipt
    The day AFTER it arrives, call again to confirm receipt and if you haven’t set a follow-up meeting time, try to do it then.
    If the prospect doesn’t answer, let them know why you’re calling and let them know that you’ll send an email with some potential times for a follow-up.
  • And ---
    If you don’t get a response right away, don’t fret.
    Pop in an occasional call (once a week for the first few weeks), drop a line with a new article link – or link to a thoughtful blog post you’ve written…or connect with them via LinkedIn or Twitter.
  • If you don’t get any response, come right out and say “I don’t want to keep bothering you, but wanted to see if there’s still interest” as a way of trying to get them to respond.
  • If you’re asked to provide some kind of feedback, or proposal, or information, do it sooner rather than later.
    Even if the prospect doesn’t seem to be in too big of a hurry, it’s up to you to move them along.
  • Always think “next step” in any follow-up meeting
    Always ask if there is anything that isn’t being addressed so it’s easier for them to tell you what’s bugging them.
  • If they don’t want to run, see if they’ll start by walking.
    Seal the deal!!
  • I’ve seen too many proposals that aren’t thoughtful, are cookie cutter, and don’t speak to the prospect in the slightest.
  • If you aren’t serious about the opportunity, then you might want to ask yourself if it’s really something you want.
  • And if you haven’t done the due diligence to determine if it’s a viable opportunity, then you haven’t done yourself a favor.
  • Don’t participate unless you know the following…
  • Don’t participate unless you know the following…
  • Nirvana State for the Client (and You)
    Make them feel like you’re already ramping up!
  • So, now a quick recap….
  • Remember, it’s all about them, not you.
  • And remember, you all look alike, and the lines are blurring, so think –
    Point of Difference, and
    What’s In It For Me
  • Remember this is a multi-media campaign that you have to
    Build
    Activate content
    Act upon it
  • One more time:
    Half the words
    Be Proud of Success
    UX
  • For great User Experience---
    Ease of Use
    Ease of understanding
    Relevance
  • Getting Closer to Close – Counsel on Winning New Business Webinar Slide Deck

    1. 1. CO U N SEL O N CLO SIN G “CH ECK TH E BOXES” AUGUST 19, 2015
    2. 2. • What works/doesn’t work WHAT WE HOPE YOU’LL LEARN TODAY
    3. 3. • What works/doesn’t work • Delivering what marketers want WHAT WE HOPE YOU’LL LEARN TODAY
    4. 4. • What works/doesn’t work • Delivering what marketers want • How to post more wins WHAT WE HOPE YOU’LL LEARN TODAY
    5. 5. Positioning Collateral Content Website WHAT WE’RE GOING TO TALK ABOUT
    6. 6. Positioning Collateral Content Website Managing Meetings Post Meeting Follow-Up Proposals RFIs/RFPs/Pitches WHAT WE’RE GOING TO TALK ABOUT
    7. 7. LET’S START BY PUTTING OURSELVES IN THE MIND OF THE MARKETER
    8. 8. WHY DO MARKETERS LOOK?
    9. 9. WHAT MAKES THEM UNHAPPY?
    10. 10. IN THE WORDS OF LEO BURNETT
    11. 11. WHEN YOU STOP THINKING… …AND JUST START DOING
    12. 12. WHEN YOU STOP CREATING… …AND JUST START EXECUTING
    13. 13. WHEN YOU STOP BRINGING… ..AND JUST START TAKING
    14. 14. AND WHEN THE APPLES JUST ARE APPLES FOR EATING… …AND NOT WHO YOU ARE AND WHAT YOU REPRESENT
    15. 15. THAT’S WHEN YOU TAKE MY NAME OFF THE DOOR.
    16. 16. T H E MOM E N T
    17. 17. POSITIONING “CH ECK TH E BO XES”
    18. 18. 1st --- Positioning
    19. 19. • What • Who • How POSITIONING
    20. 20. What: • Competency (Sector, Specialty) POSITIONING
    21. 21. Who: • Audience POSITIONING
    22. 22. How: • Insight • Process • Approach POSITIONING
    23. 23. What to do? POSITIONING
    24. 24. Live it: • Collateral • Content • Website • Presentation • …EVERYTHING!! POSITIONING
    25. 25. POSITIONING CO LLATERAL
    26. 26. COLLATERAL Without collateral, it’s tough to sell your value.
    27. 27. COLLATERAL
    28. 28. COLLATERAL Keep it SIMPLE: • Your brand • Value Proposition • Clients • Showcase of Work • Successes
    29. 29. COLLATERAL Keep it SIMPLE… …Regardless of the media • Hard copy mailing material • Case studies • Electronic Outreach
    30. 30. COLLATERAL Other Principles: • “Use ½ the words” • 2D is just as good as 3D • Build content around it
    31. 31. COLLATERAL Content must: • Support positioning • Continuously add value • Be activated
    32. 32. POSITIONING CO N TEN T
    33. 33. CONTENT Inbound Marketing: • Build content • Activate content • Act on prospects taking action on content
    34. 34. CONTENT
    35. 35. CONTENT
    36. 36. POSITIONING W EBSITE
    37. 37. WEBSITE
    38. 38. WEBSITE Why Marketers Visit: • WIIFM • Experience • Successes • Team
    39. 39. COLLATERAL Other Principles: • Again: “Use ½ the words” • Show pride in your work and successes • Think UX
    40. 40. M ANAGING THE FIRST CALL/M EETING “CH ECK TH E BO XES
    41. 41. You Want the Prospect to Mentally “Check all the Boxes” • Starting with the pre-meeting connects • Keep thinking about the “boxes”, leading right into the intro meeting or call • And keep it up following the meeting or call as you work your way to close
    42. 42. You Want the Prospect to Mentally “Check all the Boxes”…Saying: • Yes, they have the experience in my sector • Yes, they have dealt with issues that I’m dealing with • Yes, they have worked with companies like mine • Yes, they know how to listen and ask good questions • Yes, they are nice people that I’d like to work with • Yes, they seem to value my opinion • Yes, they appear to be strategic
    43. 43. PRE-CALL MEETING Gather the facts: • Study the company website • Google News search the company • Find prospect on LinkedIn
    44. 44. PRE-CALL MEETING Show you’ve studied. Ask about: • A particular issue? • State of the industry, impact of trends? • Target audience?
    45. 45. PRE-CALL MEETING Prepare to Bridge the Gap • Provide what Marketers WANT • RESIST what Marketers usually get…
    46. 46. PRE-CALL MEETING Marketers Want • Ideas and how you’re different from other agencies • Ask questions • Demonstrate strategic understanding before creative • Curiosity about my business • Thought leadership • Being open to our ideas as well as presenting their ideas • Proven capabilities/case studies • Thinking, passion, people • New and unique solutions • Honesty
    47. 47. PRE-CALL MEETING What Marketers Get --- Stay away from: • The agency’s opinion • Creative highlights before strategy • Portfolio of past work • Often just a sales pitch on how great they are • Not enough about what they can do for me • Some cool examples that aren’t tied to our real world • Sales pitch • Marketing speak
    48. 48. PRE-CALL MEETING In Advance: • Email the prospect a suggested agenda
    49. 49. PRE-CALL MEETING In Advance: • Email the prospect a suggested agenda • Preliminary question(s)
    50. 50. PRE-CALL MEETING In Advance: • Email the prospect a suggested agenda • Preliminary question(s) • Confirm
    51. 51. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed
    52. 52. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business”
    53. 53. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business” 3.Think about the boxes
    54. 54. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business” 3.Think about the boxes 4.Build confidence
    55. 55. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business” 3.Think about the boxes 4.Build confidence 5.Arm them
    56. 56. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business” 3.Think about the boxes 4.Build confidence 5.Arm them 6.Set an action step
    57. 57. RULES FOR MANAGING THE CALL/MEETING 1.Keep the laptop closed 2.Don’t ask them to “tell you a little bit about their business” 3.Think about the boxes 4.Build confidence 5.Arm them 6.Set an action step 7.Set up a 2nd meeting date
    58. 58. POST-M EETING FOLLOW - UP “CH ECK TH E BO XES
    59. 59. POST-MEETING FOLLOW-UP How to Most Effectively Move to Close
    60. 60. 10 = They do a great job of following up Marketers Remember, Marketers feel that Agencies are neither good or bad at follow-up after initial meetings. POST-MEETING FOLLOW-UP
    61. 61. Agencies Remember, few Agencies close business after intro calls/meetings. POST-MEETING FOLLOW-UP
    62. 62. Agencies Patience and persistence is key…as it can take 2-3 months to close something after an initial intro meeting. POST-MEETING FOLLOW-UP
    63. 63. POST-MEETING FOLLOW-UP Move to close… Toughest part of the process
    64. 64. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You!
    65. 65. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap
    66. 66. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call
    67. 67. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call • Confirm receipt
    68. 68. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call • Confirm receipt • Value-Add • Stay on the radar
    69. 69. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call • Confirm receipt • Value-Add • Stay on the radar • Give it 4-6 weeks
    70. 70. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call • Confirm receipt • Value-Add • Stay on the radar • Give it 4-6 weeks • ASAP!!
    71. 71. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up • Say Thank You! • Recap • FEDEX and call • Confirm receipt • Value-Add • Stay on the radar • Give it 4-6 weeks • ASAP!! • Keep it Moving
    72. 72. POST-MEETING FOLLOW-UP MOVE TO CLOSE Post-Meeting follow-up --- AND --- CLOSE IT!!
    73. 73. PROPOSALS “CH ECK TH E BO XES
    74. 74. PROPOSALS
    75. 75. PROPOSALS
    76. 76. PROPOSALS
    77. 77. PROPOSALS Principles • Think: Prospect 1st • Use ½ the words • Show pride in your work and successes • Think UX
    78. 78. PROPOSALS UX • Ease of use • Ease of Understanding • Relevance
    79. 79. RFI'S/RFP'S “CH ECK TH E BO XES
    80. 80. RFI’S/RFP’S Know the following: • How many? • Incumbent involved? • Who decides? • Timing?
    81. 81. RFI’S/RFP’S When not to participate: • Need to pay to participate • More than 7-10 participants • Can’t talk to the client • You are short on time
    82. 82. RFI’S/RFP’S Principles • Think: Prospect 1st • Use ½ the words • Show pride in your work and successes • Think UX
    83. 83. RFI’S/RFP’S UX • Ease of use • Ease of Understanding • Relevance
    84. 84. PITCHES “CH ECK TH E BO XES
    85. 85. PITCHES Know the following: • How many? • Incumbent involved? • Who decides? • Timing?
    86. 86. PITCHES When not to participate: • Need to pay to pitch • More than 2-3 participants • Can’t talk to the client • You are short on time
    87. 87. PITCHES Principles • Think: Prospect 1st • Use ½ the words • Show pride in your work and successes • Think UX
    88. 88. PITCHES UX • Ease of use • Ease of Understanding • Relevance
    89. 89. NIRVANA STATE
    90. 90. COUNSEL ON CLOSING “CH ECK TH E BO XES
    91. 91. RECAP • It’s all about them
    92. 92. RECAP • It’s all about them • POD / WIIFM
    93. 93. RECAP • It’s all about them • POD / WIIFM • Make it multi-media
    94. 94. RECAP • It’s all about them • POD / WIIFM • Make it multi-media • Communicate with impact
    95. 95. RECAP • It’s all about them • POD / WIIFM • Make it multi-media • Communicate with impact • Maximize UX
    96. 96. RECAP • It’s all about them • POD / WIIFM • Make it multi-media • Communicate with impact • Maximize UX • CHECK THE BOXES!
    97. 97. RECAP Remember…
    98. 98. Thank You! www.rswus.com
    99. 99. “Getting to Close” A webinar designed to help you improve your chances of closing new business

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