DEALING WITH GIANTS: Getting closer to the Close

Dealing With Giants

with Claudine Halpern

Next steps, Getting closer to the Close….Following Up, working smart, getting what you want

Remember, the Sales process BELONGS TO YOU, so take over and get the job done. Let’s go back though what you’ve done to date:

1) You’ve prepared for the first sales call

2) You’ve given a bang up presentation

3) You’ve overcome adversity by understanding your customers

4) You’ve determined that the prospect will be a good customer

Now you want to make sure that they want you. I’m sure that you remember that during our presentations we collected everyone’s email address and phone numbers. Now is the time to use them, 24-48 hours after your presentation, send a thank you email to everyone who attended along with a copy of the presentation.

Start the ongoing dialogue that will result in sale, you’ve set up the next meeting with the BIG BOYS during the initial presentation, now is the time to create a model that they will understand that you can work together. If you give the BIG BOYS a reason to bring you in they will, don’t let anything get in the way, YOU OWN THE SALES PROCESS.

THINGS YOU NEED TO KNOW; EXCUSES, EXCUSES, EXCUSES

BIG BOYS (Like almost everyone else) want something for nothing

I NEED A PROPOSAL: Remember that you are looking for the BIG SALE, sometimes it takes a small sale to get to a big sale. My clients often ask me; When do I start changing the client? When is a proposal an actual piece of work and when is it a sales tool?

Remember that the BIG BOYS want to get as much out of you without paying you, and you want to start to get paid, NOW IS THE TIME TO START CHARGING.

Create a small proposal that answers an important problem. I very often sell tiny pieces of work before I sell a big piece of work. Get the BIG BOY used to paying for you and your advice.

I was asked by a client to create a proposal for a VERY VERY BIG BOY. We were able to get the client to commit to pay for five days worth of work, the result of which was an analysis with recommendations. Guess what the recommendation was? Very good guess, our expert recommendation was a solution that only our company could address. This turned into a multi-million dollar relationship that is ongoing.

In your mind you need to understand the difference between product and services, and learn how to sell each of them. If you and your team are experts in something, then the advice and recommendations that you give are products, worthy of payment.

WE ONLY WORK WITH PREFFERED VENDORS: Many BIG BOYS won’t work with you unless you are a PREFFERED VENDOR. This is an onerous process that you and your company may or may not be able to accomplish. IT IS NOT ALWAYS NEEDED BEFORE YOU START WORK, there are many ways to get over, under, around or through this requirement. Every BIG BOY has their own rules, but most include the ability to work with a variance, so don’t let this stop you from moving ahead.

WE”VE PUT THE PROGRAM ON HOLD: This may or may not be true, if it is true, ask permission to reconnect in 90 days and work on another deal.

There are many more excuses; your job is to judge if the excuse is a challenge that you need to overcome, a request for free services or a kiss off.

FOLLOW UP, FOLLOW UP AND FOLLOW UP AGAIN

Always stay in touch with people that you’ve presented to, they will become your business partners at some point in life, choose people that feel right for you and your firm and keep the conversation going. Now is the time to meet for a casual lunch, for drinks, or just keep in contact. The BIG BOYS sometimes make instant decisions and sometimes take forever, each case is different. I cannot tell you what to do in the case of long lead times but here are some things to watch for:

o Every meeting is the same group of people and they always ask the same questions

o You never see any of the same people, and no one remembers what you said

Neither one of these is a good sign, what you want to see is one or two decision makers championing your company and introducing you to other, relevant player at the BIG BOYS.

ASK FOR THE BUSINESS: This is one of the hardest things to do, ask for the business, give them a start date, give them a dollar value, tell them what you’ll accomplish together and get it going. Don’t wait for the BIG BOY to initiate this conversation, they won’t, you need to. It’s ugly and scary but you get over it after you’ve done it a few times.

Next Article; Next steps, Getting closer to the Close…. Making it Legal, Handshake Commitments, Letters of intent, Contract Negotiation

Claudine Y. Halpern, President, The YCH Group, Inc.

Claudine Halpern is a chameleon; she has worked in many different situations during her more than twenty-five years in business; as a management consultant, Claudine advised many of the major brokerage, insurance, and financial houses, completing more than fifteen major corporate initiatives during the past ten years. As a crisis manager for major corporations, Claudine successfully brought in projects and products that other firms would not touch. As a specialist in business and management consultancy, Claudine consults to emerging businesses across the spectrum.

email chalpern@theychgroup.com

http://www.linkedin.com/in/claudinehalpern

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DEALING WITH GIANTS: Getting closer to the Close

U.S. SOUTHERN PLAINS: Houston’s One Stop Networking Source – Part II

By Peter Biadasz

Southern Plains Bureau Chief

(Missouri, Arkansas, Louisiana, Kansas, Oklahoma, Texas, Colorado, New Mexico)

In January of 2007 I introduced you to Houston Networking News, or HNN, which has as its slogan – “Your Source for Business Networking”. HNN supports the networking activities of more than 350 organizations while their networking calendar contains more than 600 networking activities each month in the Houston, Texas metropolitan area. The HNN calendar also contains the unique HNN events that are being held each month. No matter where you find yourself in virtually any part of Houston on any week day, there is probably a business networking event that you can attend. As an “information central” source it is a timesaver in researching the best place to be to grow our business and expand our network most efficiently.

In addition, HNN sponsors a yearly expo that involves a hundred exhibitors and a thousand attendees. Not only is the expo a great place to showcase products and services but an excellent place to network. The event includes seminar speakers such as Dr. Ivan Misner, founder and chairman of Business Networking International (BNI), but also has a business luncheon and designated networking areas. The event is planned with the success of every participant in mind.

HNN was founded in 2003 to provide business professionals a collective source for all business networking activities in the Greater Houston area. Because of the initial positive response to HNN and the expressed desire for HNN members to network with each other, HNN developed and conducts a series of their own business networking functions, in addition to supporting those of other organizations. They have become a unique organization that appeals to the business and social needs of ANY business professional interested in networking in Houston.

According to R.D. Yoder, President of HNN, his organization is “driven to help others with regards to business to business networking.” Mr. Yoder also hosts “Business Networking and Houston”, a radio show focused on Networking in Houston. The show airs on AM-650, CNN Radio, Wednesday and Thursday at noon, CST. Tune in for great information and a variety of business related topics. You can also listen to the show live at CNN650.com

HNN has many ways to assist in the growth of companies as well as offer vehicles for personal growth. While being not only committed to their members, but also to the overall Houston business community, HNN can show you how business networking will help in achieving goals, build ones bottom line and develop lasting business and personal relationships. You can also follow HNN on LinkedIn, Facebook andTwitter
HNN currently has over 5,000 member contacts with their website www.HoustonNetworkingNews.com getting approximately 250,000 hits per month from interested Houston business professionals. The HNN website offers tremendous flexibility to members. The site home page and HNN calendar is updated regularly to reflect the upcoming events and to describe the happenings from past events. The networking calendar lists networking events in Houston each month as well as online registration for these events. For those who wish to communicate directly with other HNN members, the website offers private messaging capability. Finally, it offers members the capability to communicate with other members on specific topics of interest through user forums. Sponsors can also advertise on the website through click-through logo placement.

As a complement to the web site and networking events, HNN also publishes a weekly e-newsletter to Houston business professionals. This newsletter provides information on key events as well as networking hints and other pertinent information. While the HNN website and events are the key ingredients that allow the HNN members to communicate with each other, the newsletter is the glue that binds the organization together. It keeps everyone knowledgeable of the upcoming events of interest. Each newsletter contains information on upcoming HNN events, a networking tip of the week , a quote of the week, job opportunities for interested readers, featured event of the week (from the business development organizations supported by HNN) , as well as focused audience for advertisers.

HNN has many different events each month to appeal to a wide and diverse audience. Gatherings are held in the evening, noon and breakfast. They are held at different venues each month and are open to members and non-members of HNN. Each meeting will have on average 60 to 100 people in attendance. Events include a monthly general event (After Hours), a monthly WIN (Women In Networking) Event (After Hours), periodic regional networking event (After Hours), periodic member showcase (After Hours), monthly networking luncheon, monthly networking breakfast, an annual business expo, an annual business conference, periodic mini trade shows s well as seminars and special events at sponsor’s locations.

HNN offers many great advertising and sponsorship opportunities for its members. Members may advertise through the newsletter, website or specific campaigns. Sponsors and supporters can each get their own webpage on the HNN website. Members may also sponsor specific events or package an arrangement that suits their unique needs.

HNN also has a unique program that allows participating companies to offer their products and services to HNN members. Members enjoy discounted rates and other special opportunities available because of their HNN membership. HNN works with these companies to help them grow their company while providing special opportunities for HNN members.

In addition, HNN has at its disposal many excellent business coaches, trainers and mentors who are able to assist members in business and professional growth. The services available include every aspect of business, including how to network most successfully. HNN’s goal is to assist members by offering specific resources to guide you to achieve greater success.

HNN is truly Houston’s one stop networking source. For additional information on HNN feel free to visit http://www.houstonnetworkingnews.com/

Peter Biadasz, author of such book as More Leads as well as Increase Your Sales And Lower Your Golf Score, is President of Total Publishing And Media. To contact Peter about getting your book published feel free to contact him at Peter@TotalPublishingAndMedia.com

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U.S. SOUTHERN PLAINS: Houston’s One Stop Networking Source – Part II

UNIVERSAL GUIDE TO NETWORKING - Sometimes You Gotta ASK!!

Universal Guide to Networking with Terry Bean

Writers promise The National Networker we will have our post submitted by the 25th of the preceding month. As it is the 24th, I thought I should ask the Universe what it most wanted me to share with you. It was a quick conversation.

I have previously written all about "the ASK" (you can find that here). For this month, the Universe asked me to share why the ASK can be so powerful for you.

First off, the ASK is something you can do at networking events, on your online profiles and when you are invoking Universal laws (to learn more about how these laws govern networking see my post on "why giver's gain").

Your ASK should be for the one person or company that will absolutely make your day. You can ASK for a new client, business partner or employee. If you are seeking a new job, then that position description could be your ASK.

A few tips about your ASK:

1. Make it specific- so many networkers are general in their descriptions. Don't do that. Get laser focused on what/who you seek and describe in great detail. (Feel free to ping me for the reasons why).

2. Have a few different ASKS. Have one that is based on ideal clients and one that is based on referral partners. You may also want them to differ based on your audience as well.

3. When you give us the opportunity to help you, you are still giving to us. Help us help you because ultimately it may help us ;-)

I have 5 other posts on this topic if you want more (see the link above).

Speaking of specific ASKS, I would ASK that you take a look at at what Dafna is doing this year in interviewing leaders in every state this year. The trip is called the 50 in52 Journey and the website is here. This woman is doing an amazing thing for the U.S. And you should know about it. She interviewed me about networking and Motor City Connect and that can be seen here.

For what will you be ASKing? Make sure it is worthy of YOU!

Be connected-

Terry Bean

Terry Bean is the founder of www.motorcityconnect.com, Detroit's fastest growing networking group. He is also the founder of www.networkedinc.com- a business development training firm that focuses on helping people make more productive use of their online and offline networking time. Terry provides training and large scale presentations on networking, social media usage and universal laws. Be one of the first to get "Terry's Guide to Networking" available on CD and via download. E-mail terry@trybean.com for more.

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To subscribe for your free TNNW Newsletter, go to http://www.thenationalnetworker.com/ For the complete National Networker (TNNW) Relationship Capital Toolkit and a free continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com/

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UNIVERSAL GUIDE TO NETWORKING - Sometimes You Gotta ASK!!