You have a big client who is close to making a key decision that will land you that big deal you have been waiting for. So what do you do now? Here are some tips for closing consulting deals that might help you get that big job you have been dreaming about.
One good thing you can do is to take just a minute or two to think about your answer. When a client asks you something, do not just blurt out the first thing that comes to mind. If you take time to consider it, this will show the client how important his business is to you. It will show them that you are thoughtful and insightful and prefer to come up with a good answer.
Another tip for closing consulting deals is to keep everything simple. If you try to impress your client with industry language, for one thing, it makes you look like you think you are a know-it-all, and two, it is very confusing for someone to figure out what you are trying to say. Just use everyday words and keep it very simple.
A third tip is to let the client talk and interact with you during this process. If you ask questions, and then listen to the answers of client, then you will show that their opinion matters to you and that you are dedicated to helping them. It also gives you time to think about what you are going to say. Another tip for closing consulting deals is to be enthusiastic. Be sure that you are interested and show that interest in a good way to the client. Let them know that you are excited about this work they want you to do.
Getting personal with the client will help you to focus on their needs. You need to sell to their needs instead of just focusing on your skills. If they say how busy they are because of an upcoming event, ask them about it later. Do not send gifts but just asking them about how it went will give you an idea of how to approach them as a person. Do not treat everyone the same way or you will soon find yourself without any business. Personalize your actions for each person who is the decision maker for the company.
A great tip for closing consulting deals is to appreciate the person for who they are and let them know that you appreciate their time. Time is a valuable commodity for everyone so you should let them know you appreciate their time and meeting with you.
One way to get their attention is to tell a story about yourself and your business. Then relate that story to their needs for their business, and what you can offer them in the way of solutions. Be sure to exchange business cards with the person and maybe send them a nice personal note asking to connect with them on LinkedIn. At the same time, be sure to ask about having a follow-up meeting with them. There are great chances that these tips for closing consulting deals will work for you.