Attract the Right Job or Clientele: Sales Tip #727

May 1, 2012 by Leave a Comment

Negotiating Contracts with Clients and New Employers

Recently I negotiated and authorized a contract with someone fairly new to business.  The interaction led me to realize others may benefit from the experience and following advice offered. Those of you seeking work, read this to understand both sides of the issue.

1.  Instead of asking someone to "sign" a contract, ask them to "authorize" the contract.  Signing makes people feel they are liable, while authorizing gives an air of importance – or so I was taught!

2.  Be open to negotiating what are reasonable requests.  The idea is for everyone to be happy with the end result.  After all the details are agreed upon, revise the contract by making requested deletions or substitutions, and including the new requests.

3.  Keep communication lines open throughout the process and long afterward.  As the seller, make certain the prospect is happy every step of the way.  Once the prospect authorizes the contract to become your client, let them know the moment the contract and deposit are received.  Remain in touch as often as the client prefers – ask if you are uncertain; while you are at it, ask which method of communication is preferred.

After the sale, don't get lost.  Be certain happiness was found wtih your services.  Yes! is the obvious correct answer.  Once you hear it, this is the perfect time to ask if by chance they know of another who might need similar services.  If you had a great experience working together, and you hear the exclamation of how terrific you are, this is the time you ask permission to use their words as a testimonial.  Get the permission in writing via email and save in an online permission file.  

On the other side of the coin, after a great interview and upon being offered a job, you will be handed a contract.  Review it CAREFULLY.  Make certain everything you spoke about is in the contract.  Anything that you believe needs to be changed has to be addressed prior to authorizing.  Ask you receive a revised contract.  It's nerve wracking, but at this point the company already invested a lot money to select you, they want it completed as much as you do!

Contracts are the last step for finalizing the sale and also the beginning step for building a returning and referring clientele.  Done correctly, you will be headed for a continual Smooth Sale!

Read Additional Sales Techniques:

In Paperback and Highly Rated on Amaon's Kindle:

Nice Girls DO Get the Sale: Relationship Building That Gets Results 

and

Profitable Prior to Going Into Print:
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.

 

 

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Attract the Right Job or Clientele: Sales Tip#599

October 4, 2011 by Leave a Comment

Two Components for Successful Business Development

 

Meeting with Andrzej Poczobut 06

Guest Post by Kyle R. Manis

HOW TO ENSURE YOUR TIME IS NEVER WASTED

It happened again. You just wasted your time on a networking lunch with someone you’ll never speak to again. They were nice enough, but the business potential was zero. And you now have 90 minutes less to complete the work that’s waiting for you back at the office.

It happened again. You met with a prospective client who seemed like a sure bet. But after several nudges from you, they’ve stopped returning your phone calls.

Business development is full of moments like these. And in spite of your best efforts to make the process efficient, the fact remains that there will always be meetings that don’t pay off. There will always be relationships that disappoint. It’s discouraging, because given that the mission behind your business development activity is to secure new clients, you will only have one of two outcomes: success or failure. And given the nature of business development, you’re likely to experience far more of the latter than the former.

But as a service provider, you have another mission: to help people. And in this regard, your time is never wasted. After all, didn’t you provide some valuable advice during that networking lunch? And wasn’t that prospective client grateful when you helped them understand that they had viable solutions? Even if they never do business with you, you planted a seed that will hopefully improve their lives in some way.

So, the next time you’re feeling like your business development activities aren’t paying off, consider that you have two missions. As a business person, your mission is to monetize your time. As a service provider, your mission is to help people. And while you can’t always control the fulfillment of the first mission, you can always find a way to serve people. As long as you’re doing that, your time is never wasted.

David Ackert is the Founder of Practice Boomers®, a business development E-Learning program for professional service providers. He is also the President of The Ackert Advisory™ which provides business development coaching and training for service firms and their professionals.
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This posting also gives testimony that social media is never a waste of time when you learn from those posting and make excellent connections such as meeting Mr. Ackert online.  You may find more information on building relationships for business development and interviewing in the following two books:

Nice Girls DO Get the Sale: Relationship Building That Gets Results

An international best seller and proving to become a classic on how to sell properly!
and
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews
In major bookstores and online
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Attract the Right Job or Clientele: Sales Tip #566

July 19, 2011 by Leave a Comment

Do you Empower Others?

Day 193: The Bluest Eye
Creative Commons License photo credit: quinn.anya

Give the Gift of Support

A very good friend of mine happens to be a long time friend of a woman who became a State Senator.  Last year, I heard the Senator speak and was so impressed by her ability to deliver an amazingly inspirational talk that I began to take notes on my iPhone.

I just completed the manuscript for my third book and realized those notes I took would supply the perfect ending for my book.  My friend encouraged me to send them to the Senator to ask for approval to use.   A few days later, I was further encouraged to pick up the phone and call the Senator’s office to find where the quotes stand in the process.

My friend is a prime example of the title for my first book,  Nice Girls DO Get the Sale: Relationship Building That Gets Results.  She and I both agree that community service is the way for businesses to truly grow.  I’m in complete agreement recognizing that’s how my second book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, came about.

Today I’m laughing at the fine motivation my very good friend provides.  I would never have called a Senator’s office had it not been for her.  Then I realized, how important it is for each of us to be the best friend we may encouraging our own networks to take that brave next step.

What if we each encouraged another, imagine where we might all be a year from now!

Everyone would benefit and we would all be further empowered.  Now that would be a true Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #555

June 23, 2011 by Leave a Comment

Promise keepers see promised results

LYPKRAVE2
Creative Commons License photo credit: BAKErsville

Have you ever had circumstances changed on you the last minute and not to your favor?  How did you handle?  Did you decide it was okay on your end not to follow through or did you show up anyway?  It's a tricky situation particularly when some money and much of your time are involved.

My belief is that the person who made arrangements for you to be a speaker, conduct a class or share your expertise somehow should acknowledge the inconvenience and you should still show up even though it's not completely to your liking.  When you show you are a good sport and keep your promise to be there, it helps to build your reputation.  On the other hand, should you decline to appear. it is frequently said. "they will understand."   However, most often, your backing out gives appearances of snobbery.  

I prefer the first outcome.  Somewhere down the road, although a small group may be in attendance, they are dedicated to the speaker or instructor and will be more inclined to purchase your products or services.  In the small group you are able to ask your prospects what brought them to the event and learn more about them.  Then you are better prepared to tailor your presentation to their interests.  This is more difficult when you present to a larger group.

In summary, promise keepers do see better results than those who run.  This is based upon the philosophy contained in my book, Nice Girls DO Get the Sale: Relationship Building That Gets Results and may also be found in my new book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.  Promises you keep are adaptable to everything you do and leads to a Smooth Sale!

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