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Developing Trust To Close More Projects

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PRESENTATION OUTLINE

DEVELOPING TRUST TO CLOSE MORE PROJECTS

DEVELOPING TRUST TO CLOSE MORE PROJECTS

  • Following up
  • Expanding services with existing clients
  • Mental messages
  • Avoiding awkward
  • Some top (and hopefully obvious) professional habits

FOLLOW-UP TECHNIQUES

DO'S & DON'TS

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

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...")
Photo by Leo Reynolds

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
Photo by jepoirrier

EXPANDING SERVICES WITH EXISTING CLIENTS

DO YOU KNOW WHAT'S AVAILABLE?
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"WE'RE NOW IN THE POSITION TO HANDLE MORE BUSINESS"

Photo by solofotones

Expand your business
-Mental messages

Photo by illuminaut

GET A PROJECT, ASK FOR THE NEXT ONE

"BE REMARKABLE TO KEEP THE ORDERS COMING"
Photo by Crystl

IF YOU DON'T ASK FOR MORE, YOU'RE MISSING OUT ON 60%

RULE: ASK 3/4 OF THE WAY THROUGH THE PROJECT
Photo by mag3737

BUILD AN ORG CHART

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DON'T SETTLE FOR WHAT YOU GET

Photo by sniggie

GET INTRODUCTIONS ON EVERY APPOINTMENT

FIND COMMON GROUND AND INVITE THEM OUT

Photo by looseends

AVOIDING AWKWARD

Photo by razgriz2520

LET'S PRACTICE

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?"

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

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

LET'S START SOMETHING

WHAT REMARKABLE THING HAVE YOU NOTICED TODAY?