View
216
Download
0
Category
Preview:
Citation preview
Closing the Deal:
Getting That Project
October 2016 @clearwriter #AMWA2016 1
October 2016 @clearwriter #AMWA2016 2
October 2016 @clearwriter #AMWA2016 3
Closing the Deal
October 2016 @clearwriter #AMWA2016 4
October 2016 @clearwriter #AMWA2016 5
October 2016 @clearwriter #AMWA2016 6
Via ThisIsIndexed.com
October 2016 @clearwriter #AMWA2016 7
“We’re on a road to
nowhere”
- Talking Heads
”Road to Nowhere”
October 2016 @clearwriter #AMWA2016 8
Image courtesy of Shutterstock
Closing the Deal
October 2016 @clearwriter #AMWA2016 9
1. Set the stage
October 2016 @clearwriter #AMWA2016 10
1. Set the stage
2. Find prospects
October 2016 @clearwriter #AMWA2016 11
1. Set the stage
2. Find prospects
3. Do the research
October 2016 @clearwriter #AMWA2016 12
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
October 2016 @clearwriter #AMWA2016 13
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 14
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 15
You are a
professional
October 2016 @clearwriter #AMWA2016 16
October 2016 @clearwriter #AMWA2016 17
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 18
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 19
Image courtesy of Shutterstock
Not just physical
appearance
October 2016 @clearwriter #AMWA2016 20
October 2016 @clearwriter #AMWA2016 21
Title: Eidtor
October 2016 @clearwriter #AMWA2016 22
October 2016 @clearwriter #AMWA2016 23
Email:
partygurl69@aol.com
October 2016 @clearwriter #AMWA2016 24
October 2016 @clearwriter #AMWA2016 25
Closing the Deal
October 2016 @clearwriter #AMWA2016 26
Closing the Deal
October 2016 @clearwriter #AMWA2016 27
October 2016 @clearwriter #AMWA2016 28
“If I can’t see examples of their work
beforehand, I won’t make the call.”
- TT, Life Technologies
October 2016 @clearwriter #AMWA2016 29
Make the content
interesting.
October 2016 @clearwriter #AMWA2016 30
October 2016 @clearwriter #AMWA2016 31
October 2016 @clearwriter #AMWA2016 32
October 2016 @clearwriter #AMWA2016 33
“If I have two candidates, I’ll call
the one with LinkedIn references
first. They’re pre-vetted. It
eliminates an entire step in the
discovery process.”
- KG, Roche
October 2016 @clearwriter #AMWA2016 34
October 2016 @clearwriter #AMWA2016 35
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 36
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
Cold call
October 2016 @clearwriter #AMWA2016 37
“Hello from the other side.
I must have called a
thousand times.”
October 2016 @clearwriter #AMWA2016 38
- Adele
”Hello”
October 2016 @clearwriter #AMWA2016 39
October 2016 @clearwriter #AMWA2016 40
Inbound inquiry
October 2016 @clearwriter #AMWA2016 41
“You start a conversation you
can't even finish it.
You're talking a lot, but you're not
saying anything.”
October 2016 @clearwriter #AMWA2016 42
- Talking Heads
”Psycho Killer”
October 2016 @clearwriter #AMWA2016 43
Image via U.S. Navy
October 2016 @clearwriter #AMWA2016 44
“We need a white paper
to give a clear explanation
of our technical benefits.”
October 2016 @clearwriter #AMWA2016 45
“We're looking for a dynamic
activator to generate key
synergies within our strategic
revenue-generating ideation
technologies.”
October 2016 @clearwriter #AMWA2016 46
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 47
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 48
Image courtesy of Shutterstock
Referral
October 2016 @clearwriter #AMWA2016 49
Closing the Deal
October 2016 @clearwriter #AMWA2016 50
“If there’s anything that you want
If there’s anything I can do
Just call on me and I’ll send it
along
With love, from me to you.”
October 2016 @clearwriter #AMWA2016 51
- The Beatles
”From Me to You”
October 2016 @clearwriter #AMWA2016 52
October 2016 @clearwriter #AMWA2016 53
October 2016 @clearwriter #AMWA2016 54
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
Listening
October 2016 @clearwriter #AMWA2016 55
October 2016 @clearwriter #AMWA2016 56
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 57
“Bigmouth strikes again.”
- The Smiths
”Bigmouth Strikes Again”
October 2016 @clearwriter #AMWA2016 58
Via ThisIsIndexed.com
October 2016 @clearwriter #AMWA2016 59
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 60
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 61
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
“Let us leave the
confusion
and all disillusion behind.”
October 2016 @clearwriter #AMWA2016 62
- Dean Martin
”Volare”
We’re all on the
same page
October 2016 @clearwriter #AMWA2016 63
October 2016 @clearwriter #AMWA2016 64
October 2016 @clearwriter #AMWA2016 65
Perception
October 2016 @clearwriter #AMWA2016 66
October 2016 @clearwriter #AMWA2016 67
October 2016 @clearwriter #AMWA2016 68
October 2016 @clearwriter #AMWA2016 69
October 2016 @clearwriter #AMWA2016 70
October 2016 @clearwriter #AMWA2016 71
October 2016 @clearwriter #AMWA2016 72
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 73
October 2016 @clearwriter #AMWA2016 74
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 75
October 2016 @clearwriter #AMWA2016 76
October 2016 @clearwriter #AMWA2016 77
October 2016 @clearwriter #AMWA2016 78
October 2016 @clearwriter #AMWA2016 79
October 2016 @clearwriter #AMWA2016 80
October 2016 @clearwriter #AMWA2016 81
October 2016 @clearwriter #AMWA2016 82
October 2016 @clearwriter #AMWA2016 83
Image courtesy of Alejandro Escamilla, via Unsplash
October 2016 @clearwriter #AMWA2016 84
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 85
Bonus advice!
October 2016 @clearwriter #AMWA2016 86
“I was looking for a job,
and then I found a job.
And heaven knows I'm
miserable now.”
October 2016 @clearwriter #AMWA2016 87
- The Smiths
“Heaven Knows I’m Miserable
Now”
“How do I know
when to fire a
client?”
October 2016 @clearwriter #AMWA2016 88
“We’ve been in worse
jams than this,
haven’t we, Hildy?”
October 2016 @clearwriter #AMWA2016 89
- Cary Grant
His Girl Friday
October 2016 @clearwriter #AMWA2016 90
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 91
“You may say to yourself,
my god, what have I
done?”
- Talking Heads
“Once in a Lifetime”
October 2016 @clearwriter #AMWA2016 92
October 2016 @clearwriter #AMWA2016 93
“10% of nothin’...
let me do the math
here... nothin’ into
nothin’,
carry the nothin’....”
October 2016 @clearwriter #AMWA2016 94
- Jayne Cobb
Firefly
October 2016 @clearwriter #AMWA2016 95
Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 96
alisa@ClarifyingComplexIdeas.com
ClarifyingComplexIdeas.com
@clearwriter
October 2016 @clearwriter #AMWA2016 97
Recommended