We asked members of the Entrepreneurs' Organization (EO) to share their most effective tactics for closing a deal.
"We are vigilant about the types of clients to work with. The sooner you can separate the problem clients from the great ones, the better off you'll be. Choosing who you want to work with will also result in a more confident sales team, less stress for those actually working on a project, and ultimately a healthy and happy company atmosphere."
Keith Roberts, EO Colorado
Founder and President, Zenman
Focus on the Relationship
"It's easy to get bogged down in details when it's time to close the deal. That's why we close a deal by 'selling' the process. Our Strategic Accounts Manager, Charlie Tranen, really brought this to light. When we get clients to envision the working relationship, they see our value on a deeper level. Come time to close, we're already in the right ballpark for the scope of work and pricing. Focusing on either of those commoditizes our service. By changing the question from 'What will we get?' to 'How will we get there?', we avoid minutiae and get excited about what we will create together instead."
Daniel Pries, EO Philadelphia
Founder and Chairman, ProPoint Graphics
The Technological Edge
"I have embraced digital sales tools to help close deals and increase sales. In the past, I utilized catalogs, brochures, and unreliable cloud-based systems, but it was chaotic. Now, I present information from a centralized hub, manage it more precisely through a digital avenue, and track client engagement with the content I provide them. Through analytics, I know if my client views my email, what they are viewing, and how often material is viewed. Every ounce of data in the sales system can be utilized. I just needed to capitalize on it."
Ryan Sullivan, EO Oklahoma
CEO, Spring Deck
Build Trust with Honesty
"Sealing the deal isn't too difficult once the client knows that he or she can trust you. First, I listen carefully, so I understand exactly what a client wants and needs. Then I'm completely honest about the resources I'll need to achieve the result they seek. This builds trust and when a client sees that you know your business well enough to recognize your own limitations, they know you're being truthful. As a result, they want to keep you involved."
Andrew Arroyo, EO San Diego