Talking shop with parties interested in your business is great, but it’s an ability to seal the deal that separates the successful from the average. Here are a few ideas to incorporate into your business dealings to help you join the ranks of the successful.
- Stay on topic. It’s great, even encouraged, to make some small talk and catch up on your client’s family and personal life. But this need only take a few minutes. It’s far more important to focus on what you can provide to make the person’s business life better. You’ve got your circle of friends to chat about personal items with, so keep the business conversation flowing around the appropriate topic.
- Moderate expenses. Buying a customer with little gifts and trinkets is done every day, but it’s not the most effective way of gaining regular business clientele. Besides, it’s as unnecessary as using a paper-based fax machine when online faxing is widely available. Doing this will increase your own costs while creating the expectation in your customer that you will always provide gifts. When the holidays roll around every year, you don’t want clients asking for extras at your expense. Offer your product only and explain how good it is in clear detail. Create a demand for what you sell, not what you give away.
- Sell your service at a reasonable price. Some businesses build in a price cushion so they can have room to negotiate the price downward if need be. Just sell your product or service at a flat fee and avoid the hassle and time of negotiations.
Businesspeople appreciate directness. Offer it and you’ll seal the deal.
