EIGHT STEPS TO GUARANTEE A GOOD CLIENT CALL

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Kelley Harvey
5 years ago
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2 EIGHT STEPS TO GUARANTEE A GOOD CLIENT CALL

3 1 Don't Make Sales Calls. Don't make sales calls. Remind yourself what you're attempting to do. You are NOT making sales calls. Get that out of your head. You're screening for "Product or Partner Opportunities." So call it what it is Your arranging "Product Opportunity" calls. Period.

4 2 Target Carefully REGARDING PRODUCT Before you attempt to schedule a call (or meeting), make sure that the product your going to be discussing is a product that MEETS your criteria for ranking and selling well on Amazon. Do your research before hand. REGARDING PERSON Before you attempt to schedule a call (or meeting), be specific about WITH WHOM you want to talk. In general, it must be the owner, CEO or the top guy in charge of a specific product. If the person you ultimately speak to (or meet) is the decision maker -OR- has significant influence, you have a chance of getting the deal. If they're not the right person, all the skills in the world (from you) won't yield a new client.

5 3 Research Your Prospect Research your prospect A little bit of knowledge is a good thing. LOTS of bits of knowledge is powerful. To give yourself the best chance for a successful call (or meeting), find out as much as you can about the prospect: his industry, his company, his needs, his focus. Everyone wants to know that you have taken the time to learn about what's going on in their world. This includes, very specifically, their product competition on Amazon. There are plenty of sites and tools to make it easy to research your prospect. Always check: Amazon, LinkedIn, FaceBook and the company's Web site or blog. Read the about us for company info, including BIO's of the person or people you'll be speaking with. Do this BEFORE you take a "product opportunity" call. There is no excuse not to be knowledgeable about the people on the other side of the table.

6 4 Adjust Your Expectations Adjust your expectations All too often consultants go into a call or meeting COLD, yet they re expecting the ultimate an immediate deal. If they do not get the deal from that first meeting, they consider the entire exercise a waste of time and effort. Just remember... results often come inch-by-inch, not in one fell swoop. Know first (before you take the meeting) that your objective is to start the process of building trust and confidence. Succeed at this and you ll likely get the deal. If you do it well, eventually the prospect will feel comfortable about picking you as his trusted advisor. If it happens in the first meeting great, but more likely the outcome of the first meeting will be an initial personality bond at some level and a scheduled next conversation.

5 Part Articulate Your Value 1 Articulate your value (part 1) What value can you offer to the prospect not just once you start working with him but right there in the meeting?

7 5 Part Articulate Your Value 1 Articulate your value (part 1) What value can you offer to the prospect not just once you start working with him but right there in the meeting? Offer value during the "product opportunity" call. Explain the process. Show him (or her) what it will be like to do business with you. Think of yourself as the "Vincent Van Gogh" of Amazon and your job is to paint the picture in their mind of their product climbing the ranks at Amazon, becoming a Best Seller, and inventory is flying out the door. THAT'S WHAT YOU DO for products; for companies.

8 5 Part Articulate Your Value 2 Articulate your value (part 2) Tell them specifically, and multiple times: you are all about PRODUCT-PEOPLE-PROCESS-and PROFITS. Tell them specifically, and multiple times: you LOVE their product. Tell them specifically, and multiple times: you cherry-pick the projects you work on largely based on the PEOPLE that you're going to be working with. Because the task at-hand, is NO WALK IN THE PARK. And you are going to be working with, brainstorming with, problem solving with and climbing the "Mt Everest" we call Amazon... WITH THEM. If we aren't able to work together, it doesn't matter how great your product is. Tell them specifically there is a PROCESS. A very specific set of strategies that if implemented, over time can have dramatic results. And tell them you'll spell out the core requirements of your PROCESS to see if they qualify and if you might be able to help them exclusively. Talk about profits at Amazon as best-guess estimates, and DO throw out possible sales numbers. Essentially, you want to be able to answer the big question in their mind, Will working with you be worthwhile?

9 6 Ask Questions Position yourself as an Amazon Expert through questions Because you are an Amazon expert inquisitive and incisive but you must ask a series of questions to uncover a set of needs that you can solve. You must underscore their challenges or failures at Amazon.

10 7 Set Clear Next Steps Set clear next steps So you've had your 30 minutes, or 45, or even more, with the prospect. What happens next? It may be a proposal, but more often than not, a proposal is premature. Another possibility is a summary confirming for the prospect what you understood as the key issues they face. Another option is to send a discussion follow-up letter which might include: Your understanding of their situation Your understanding of their needs Your assessment of how you can help Your suggestions on how to get started Whatever you do, clearly articulate what you believe to be a helpful next step. Then get agreement from the prospect that this is a good next step, set a time when the next step will take place, and deliver on whatever you might have promised the client.

8 Follow-up with Client: Since landing good consultant deals can sometimes require several calls and a little back and forth, think of the first call as just that, the first call.

11 8 Follow-up with Client: Since landing good consultant deals can sometimes require several calls and a little back and forth, think of the first call as just that, the first call. If YOU are still interested, then just assume the prospect is still interested and follow-up. Sometimes it's just a matter of time. You've planted the seed and if your water it regularly, it might grow into a giant oak.

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