THE ART OF CLOSING THE DEAL

FOR THE WINWomen Entrepreneurs Symposium

November 4, 2014

Company Founder – Jean Kristensen, President • Certified Minority & Woman

Owned Business • Trainer, Coach & Consultant

for MWBE• Creator of MWBESuccess• Certified Holistic Health

Coach• Board Certified AADP• Successfully grew from

start-up to over 500 employees.

• Acquisition of over 20 Million in government contracts in 2013

• 2013 Coached Over 160 MWBEs

The Art of Closing the Deal

Overview of proven strategies and techniques designed to increase revenue by helping you

close more deals and win more contracts.

TOPICS COVERED

• The Know, Like and Trust Factor• Identifying Your Target Audience• Prequalify Leads• Closing the Deal• Bonus Tips• Summary & Conclusion

KNOW, LIKE AND TRUST FACTOR

Statistics tell us that clients want to buy from people that they know, like and trust. It’s your

job to build relationships and reinforce the know, like and trust factor.

KNOW, LIKE AND TRUST FACTOR

The Know Factor:

• Consistent thoughtful communication• Educating buyers about solutions• Social Media• Attending Events• Referrals• Networking • Speaking

.

KNOW, LIKE AND TRUST FACTOR

The Like Factor:• Mindful and Aware• Good Listener• Considerate • Positive Attitude• Successful • Healthy & Well

KNOW, LIKE AND TRUST FACTOR

The Trust Factor• Impeccable with Your Word• On Time• Consistent• Honest• Follows Up• Knows when to say NO

IDENTIFYING YOUR TARGET AUDIENCE

• Many of us spend too much time talking to people who are never going to buy from us.

– This destroys confidence– Wastes time– Makes it difficult to focus on those that really want

to buy from us.

IDENTIFY YOUR TARGET AUDIENCE

What Keeps Your Clients Up At Night?– Learn to listen deeply and focus on what the client

is telling you.– Ask open ended questions about client wants and

needs.– What has worked well in the past?– Likes/Dislikes?– Be clear on desired results.

IDENTIFYING YOUR TARGET AUDIENCE

The best way to increase your close rate is to focus on your ideal clients:• Who are they?• Where are they?• What are their issues and problems?• How can you help?• What makes you different?

IDENTIFYING YOUR TARGET AUDIENCE

What is your capacity?• Regional, National, Global• Size – what is an ideal project– In terms of revenue– Complexity– Core Competencies

IDENTIFYING YOUR TARGET AUDIENCE

What solutions do you bring to your clients?• Statistics indicate that clients are more likely

to buy if you can solve problem and help them to:– Make Money– Save Money– Save Time– Help Avoid Effort

IDENTIFYING YOUR TARGET AUDIENCE

Create Your Ideal Client Profile

Who Are they:Where Are They:What Do You Do for them:Best Project Size:

IDENTIFYING YOUR TARGET AUDIENCE

Once you have identified your target audience focus on serving them and avoid spreading yourself too thin. Consider options for other prospects:

• Referrals • Strategic Alliances• Trade Associations

INDENTIFY YOUR TARGET AUDIENCE

Educate Your Client – Do Not Try and “Sell”• What problem do you solve?• What results can you deliver?• How– Newsletter– Blog– Social Media– White Paper/Articles

PREQUALIFY LEADS

• Never go on an appointment unless lead has been prequalified.

• Schedule telephone interview with all prospects.• Send prospects information prior to the call.• Create a methodology for prequalifying leads that

matches up with your ideal client profile;– Survey– Interview– Questionnaire

PREQUALIFY LEADS

Assess client’s ability to purchase from you. • Create a methodology for prequalifying leads that

matches up with your ideal client profile;– Survey– Interview– Questionnaire

PREQUALIFY LEADS

Assess client’s ability to purchase from you. • Do they have money?• Do they have time?• Do they have the resources to commit?• Are they a good fit?

(this can all be done through a survey or questionnaire)

CLOSING THE DEAL

Pay attention to client behavior during the prequalification process:

• Make sure they review your information in advance.

• Are they keeping their commitments?• Are they ready?

CLOSING THE DEAL

Consider providing different options to meet varying client needs:

• Multiple price points • Varying delivery options• Different programs/packages and options

CLOSING THE DEAL

If client closes the deal:• Congratulate them• Send Welcome Package • Under promise and over deliver• Wow them, surprise them, make them feel

special

CLOSING THE DEAL

• Get comfortable talking about pricing• Simple, clear, solutions• Options for clients to pay– Credit cards– Checks– Payment Plans

CLOSING THE DEAL

• If client does not sign up, have strategy for staying in touch and follow-up.– Ask gentle questions about objections (time,

money, etc.)– Ask for permission to schedule a check in call and

schedule the appointment.– Follow up– Be nice

BONUS TIPS

Closing the deal is a skill, and to that end it is critical that you:

• Take care of yourself• Manage Your Time• Invest in Yourself

SUMMARY & CONCLUSION

• The Know, Like and Trust Factor• Identify Your Target Audience• Pre Qualify Leads• Closing the Deal

CONTACT INFORMATION

Jean KristensenPresident & CEO

Jean Kristensen Associates, LLC4801 Woodway Drive

Suite 300 EastHouston, TX 77056

T: 713-570-6045Email: jean@jeankristensenassociates.com

www.jeankristensenassociates.com