Don’t Make These Mistakes
There are a couple of big mistakes you can make that will kill a deal with a big fish. They are:
- Not meeting the client’s expectations
- Mishandling a client crisis
Chasing a big deal is a lot of work. And when you do you want to pay close attention to your process. There are mistakes you don’t want to make. They can cost you the deal and, in some cases, the survival of your company.
Not Meeting Client’s Expectations
Be careful what you promise in a negotiation. I have seen too many sales people and business owners get enthused and over promise. And then later when they under-deliver, they wonder why they lost the deal.
These expectations are not only about the negotiations though. They are also about how your potential client expects you to show up. They expect you to be professional, to have a clear understanding of the problem they want to solve AND to have a solution map started.
To avoid these mistakes, you need a clear plan of action put into place.
- Think before you speak.
- Take a breath.
- Practice and perfect your process.
- Stay involved throughout the entire process.
- Make sure both parties define success.
Mishandling a Client Crisis
Things go wrong. The way you deal with this can set you up for long term success or kill the relationship. You want to respond quickly and effectively. More importantly, you want to solve the client’s problem.
Years ago, I had trouble with a client in Fort Worth. The firm I was with was struggling to meet the clients’ expectations. After three hand-on attempts, I offered to help him find our replacement. The upshot? A few years later when the buyer was at another account, he reached out to me to help him solve the problem because he knew how I would deal with the problems that are inherent in any relationship.
Here are some tips that can help you deal with any client crisis:
- Take responsibility and apologize no matter who is at fault.
- Act swiftly and effectively.
- Step in and take control of the situation.
- Never point fingers or place blame.
- Stay in constant communication with your client.
- Stay calm throughout the situation.
- Keep your eye on the ball.
The way you manage expectations and crisis will be a major factor in your success. If you would like more resources, look at our resource page https://ras-squared.com/products or reach out and let’s chat. John.firstname.lastname@example.org
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