The Ultimate Presentation: Closing the Deal

Osmosis Support posted this on proposals

if you could close the deal, that'd be greatYou've done the research. You've written thousands of words. You've submitted a proposal. The client has expressed interest in your proposal. You've gone back and forth, negotiating the details.

Now, they want you to come in and give a presentation.

What does this mean? Don't panic. It means you have the perfect opportunity to close the deal.

Your next step is going to be to create a presentation that knocks 'em dead! Here are a few tips to help convince your potential client to agree to seal the deal.

Create an Experience. If they have asked you to come in, they want to be convinced. But often, there are one or two people on the team that just aren't sure yet. If they've been actively involved in the process up to this point, most likely they know most of the details and they know what your main points are going to be. This means that you need to make them feel like choosing you is making the right choice. Now, you don't have to bring music and lighting equipment and totally change the feel of the room, but you can focus on the "WE CAN" attitude, highlight the most important numbers and facts, and focus on the possibilities that you, and only you, can bring to life for the client.

Know What You're Selling. Just because the potential client likely has all the details to begin with doesn't mean you should leave things out. Demonstrate that you absolutely know what you're talking about. Show them that you are an expert, and that you are ready to bring their project to fruition. Explain the complicated parts of the project in a way they can understand, use numbers and facts to back up your claims, and include specific action-oriented steps so they can see where you're going and what you're going to do with the resources they are providing.

Address All Objections. There's always that one guy who plays hard to get, so be prepared to shoot down whatever objections he might bring to the table. Is it too expensive? Talk about all the value adds you're bringing to the project. Is it not the right solution? Talk about the all the different options your organization can provide. Whatever concerns they might have, be ready to talk about them, and be sure to listen so that you are addressing their most pressing questions.

Offer Next Steps. Suppose, after this stellar presentation, they agree to to hire you. What's next? Typically, there would be some paperwork to be completed, and then meetings, decisions, and digging into the project. Give them an idea of how you will proceed once they accept your proposal--this way, they won't leave the meeting wondering, "so now what?" This also shows that you are thinking ahead, ready and willing to jump into the project without hesitation.

Be Yourself. If you're funny, be funny. If you're serious, be serious. If you are laid back, be laid back. At this point, if you try to be something you are not, your presentation will lack genuinity, and the potential client may get a sense that you are not being honest with them. This is a deal breaker. So just be yourself, and let the client like you for who you are, not for who you think you should be.

Make the Ask. Don't skirt the issue. Don't beat around the bush. Don't use stupid cliches. Just ask! Say, "So what do you think? Are you in?" Say, "What do you want to do next?" Say, "Are you ready to get started on this amazing project?" Make the ask. Don't wait. Don't let them go discuss it and change their minds. Just ask.

It's all on you, but you knew that from the beginning. And you know what? You are capable. You are competent. You are the right person for this job! Spend tons of time rehearsing, and then walk in, shoulders back, full of confidence, and knock 'em dead. You were made for this!

Close the deal.

well done son, you've closed the deal

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