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5 Killer Mistakes – Part 2

In the last post we covered the first two of the 5 biggest mistakes you can make in dealing with big fish clients. Today we’ll cover the third and fourth ones: Taking on More Than You Can Handle and All Your Eggs in One Basket Taking on More Than You Can Handle When you take on too much, your business can’t keep up and as a result you can easily lose control of everything and find yourself unable to function. There is no doubt that you want your business to be successful, but you need to have a plan for

Michael Jenkins

Killer Mistakes – Part 1

There are 5 big mistakes that will kill a deal with a big fish. They are: 1. Not meeting the client’s expectations; 2. Mishandling a client crisis; 3. Taking on more than you can handle; 4. Putting all your eggs in one basket; 5. Up cash creek without a paddle. Any one or combination of these may not only kill the partnership, but also has the ability to take down your entire company. We’re going to take a bit of time to discuss each one of these; in this lesson we’ll cover the first two. Not Meeting Client’s Expectations It

Michael Jenkins

Keep Up The Momentum

The last post focused on negotiating with your big fish and how you can nurture and build on the relationships you are creating. Today we’ll discuss the power your fish has and how to utilize that for your benefit. One of the most important aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company that needs to stay loyal to you in order for you to continue a profitable partnership with your fish. There are a number of ways to keep your champion in your corner, such as: Sharing the limelight;

Michael Jenkins

Bring Them Flowers

There are a few things you must do to prepare for your first face-to-face meeting: • Make a list of what you want to accomplish during the meeting; • Anticipate potential concerns from the client; • Check to ensure you are completely prepared; • Listen more than you talk; • Bring support staff with you; • Use and respect the client’s format; • Always follow through; • Ask for what you need and seal the deal; • Simplify your prospect’s life; • Find ways to boost your credibility; • Build and nurture relationships; • Learn from “no”. Find out what

Michael Jenkins

Who’s Your MVP?

The previous post dealt with making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to cover feeling out the personality of your prospective big fish in order to match the right salesperson to the fish. You need to do this in two steps: 1. Profile your salespeople’s personalities; 2. Match the right salesperson to your target fish. There are essentially three different selling personalities: • Sage • Pal • Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease.

Michael Jenkins

5 Killer Mistakes – Part 2

Killer Mistakes – Part 1

Keep Up The Momentum

Bring Them Flowers

Who’s Your MVP?

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