You landed the pitch meeting! Excitement fills the air! Now, all you have to do is close the deal, easy peasy. Getting the potential client to say “yes” to working with you requires more than just showing them your fancy portfolio and talking about your Photoshop wizardy. It requires getting inside their mind and convincing them that a “yes” to you will solve four big things that are floating around in their head.
Let’s examine the four big questions your clients ask themselves when making a purchase decision so you can do more than just dazzle them with your stellar design and quick wit.
CLIENT QUESTION 1: Will I get results?
Help your client see that you can solve their problem and provide a return on their investment. Help them connect the dots between your work and their bottomline and watch them say “yes” to working with you.
CLIENT QUESTION 2: Will my experience be positive?
Your clients need evidence that you’ve got your stuff together. Share your process. It’s relieving as a buyer to see and understand the plan in advance. Show that you are organized and can communicate effectively, both verbally and in writing. Show your ability to stay on track, be on time for meetings, and hit deadlines. All of these things can be done in the sales process to indicate to your potential client that the engagement with you will be a positive one.
CLIENT QUESTION 3: Can I rely on them for the long term?
Help your client see that you can support their business long term and that your help can extend into other areas they need support. They want to know that you’re working in their best interest, and are interested in cultivating a lasting relationship, not just to take their money and run. Your client doesn’t want to find a new designer for every project, help them see that with you, they won’t have to.
CLIENT QUESTION 4: Do I trust this person?
Help your client see you as someone with integrity and ethics, who will fulfill promises and stand by contracts. As the old adage goes, “People do business with people they know, like, and trust.” Get to know them. Be likable. And above all, be trustworthy! This approach will convert many potential clients into long term, bank rolling, bill paying partners.
If the potential client answers “yes” to each of these four questions, your chance of landing the work will skyrocket. During your sales meetings be sure to make comments that help your client know that you can…
- Deliver the results they need
- Provide a positive experience
- Be a longterm partner they can rely on
- Be someone they trust
