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Developing Trust To Close More Projects
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PRESENTATION OUTLINE
1.
DEVELOPING TRUST TO CLOSE MORE PROJECTS
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launceston_lad
2.
DEVELOPING TRUST TO CLOSE MORE PROJECTS
Following up
Expanding services with existing clients
Mental messages
Avoiding awkward
Some top (and hopefully obvious) professional habits
3.
FOLLOW-UP TECHNIQUES
DO'S & DON'TS
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andrew.wippler
4.
BEFORE WE FOLLOW-UP
How many days before we follow up?
How many times to follow up?
What to say when following up?
What not to say?
When to disqualify?
Cliches/slang/wish-washy language
5.
PHONE & EMAIL TECHNIQUES
NO: "Let me know"
NO: "Checking-In"
NO: "Reaching out"
NO: "Touching base"
NO: "Like to connect"
NO: "Hoping" or "Just" or "Wondering"
NO: "I wanted to follow up"
NO: "Curious if..."
NO: "Call me if any questions"
NO: Puffery ("I'm excited", "So awesome to meet you", "Would love to...")
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Leo Reynolds
6.
PHONE & EMAIL TECHNIQUES
YES: "Open to a brief call?"
YES: "Assuming it still makes some sense..."
YES: "If you're comfortable..."
YES: "The purpose of the call"
YES: "Good morning"/"Good afternoon"
YES: "Will that fit?"/"Will that work?"
YES: "What else do you need from me?"
YES: "What's next?"
Rule: End all emails and calls with a question
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jepoirrier
7.
EXPANDING SERVICES WITH EXISTING CLIENTS
DO YOU KNOW WHAT'S AVAILABLE?
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crdotx
8.
"WE'RE NOW IN THE POSITION TO HANDLE MORE BUSINESS"
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solofotones
9.
Expand your business
-Mental messages
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illuminaut
10.
GET A PROJECT, ASK FOR THE NEXT ONE
"BE REMARKABLE TO KEEP THE ORDERS COMING"
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Crystl
11.
IF YOU DON'T ASK FOR MORE, YOU'RE MISSING OUT ON 60%
RULE: ASK 3/4 OF THE WAY THROUGH THE PROJECT
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mag3737
12.
BUILD AN ORG CHART
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NRCgov
13.
DON'T SETTLE FOR WHAT YOU GET
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sniggie
14.
GET INTRODUCTIONS ON EVERY APPOINTMENT
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International Railway Summit
15.
FIND COMMON GROUND AND INVITE THEM OUT
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looseends
16.
AVOIDING AWKWARD
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razgriz2520
17.
LET'S PRACTICE
18.
PRACTICE YOUR TRANSITIONAL WORDS AND PHRASES
"Mind if I ask you a question?"
"I want to share something with you, but I'm worried how it's going to sound"
Let them start, while THEY are talking
"What do you want to accomplish between now and an hour from now?"
"Where would you like to start?"
19.
HELPFUL HINTS TO AVOID AWKWARD
Use LinkedIn
Use open-ended questions
Use F.O.R.D.
Use Funnel questions
Eye-contact, nod, slow down, conviction, smile
Be remarkable - plan it every time
Don't talk "sailfish"
Sitting arrangements
20.
THESE REQUIRE ZERO TALENT
Do you what you say you're going to do
Be on time
Do extra
Use "the right" eye contact
Manage your body language - strong!
Be prepared with questions and approach -10x
Be prepared with energy level
Please and thank you's
Smile, always
Conviction
21.
LET'S START SOMETHING
WHAT REMARKABLE THING HAVE YOU NOTICED TODAY?
Kirk Armstrong
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