My Three Tips for Winning a Prospect’s Business

We are taught many ways to increase our chances of winning a prospect’s business. Whether that’s through PowerPoint presentations, speaking on the benefits of our services, or listening more than talking, the challenge of winning can look different for every situation. Fortunately, there are some common tactics to focus on to ensure you are truly increasing your chances and building that relationship with the prospect in a meaningful way. I have learned through much experience and trial and error, and now I am making sure all of you know these tips, too.?

1. There Is No Such Thing as Too Much Preparation?

Before you even shake your prospect’s hand, you should have envisioned every single possible outcome imaginable. This means any question they might ask, anything you might ask, and everything in between. You should have plans for every outcome. Without this, your prospect could view you as unprepared and dismissive of their time.?

Here are some questions that they could ask you that you should be prepared for:?

• Do you use your product or service?
• How can I justify the price of your product or service?
• What are my options if I change my mind?
• What recent changes have you made to your product or service?
• Who is your ideal customer?
• Who (specifically) will manage my account if I give you my business?
• Why are you more/less expensive than your competitors?

Do you know the answers??

2. Create a Meaningful Connection?

Alright, you’ve cleared that stage of the meeting, but that is not everything. Answers to the questions above will appeal to your prospect’s intellect, but if you truly want to get their business, you need to appeal to their emotions with props. Emotions sell, so as you enter a meeting, make sure you are ready to make that connection with them and show them you care and want to make a meaningful impact on their lives.?

One way I recommend doing this, as I state in my book Build to Win, is by setting yourself apart from the competition by having props specifically designed for your prospect. For example, if you’re a photographer, do you think you will sell more if you simply show off your portfolio or if you go one step further and take example photos of the prospect’s building or staff? This extra connection and impression will get you the boost you need.?

3. Don’t Assume You Know Everything – Do Your Research?

Finally, it can be very easy to assume that we are already primed and ready to enter a meeting because we know the ins and outs of our own service or product. I had this mindset for some time before learning that this is not how it should be done. Knowing everything about your service is great, but that’s not all you need to know. You need to know about your prospect!?

Your prospect will ask you the hard–hitting questions about their own business and market and how your service would benefit them. If you know nothing about them and their side of the industry, you will not be able to sell to them. You don’t want to answer with, “I will get back to you on that,” because, more likely than not, they will not answer. They want you to know everything about them. So, you need to do your research. Dig into your prospect and their impact and see how you can benefit them. Answer their questions before they even have a chance to ask.?

So, next time you have a meeting with a prospect, keep these tips in mind. It could make the difference between losing them and making the sale! If you want to learn more or become a better leader, business owner, or professional, send me a message or contact me through my website!?