closing the deal: getting that project
TRANSCRIPT
Closing the Deal:
Getting That Project
October 2016 @clearwriter #AMWA2016 1
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October 2016 @clearwriter #AMWA2016 3
Closing the Deal
October 2016 @clearwriter #AMWA2016 4
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Via ThisIsIndexed.com
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“We’re on a road to
nowhere”
- Talking Heads
”Road to Nowhere”
October 2016 @clearwriter #AMWA2016 8
Image courtesy of Shutterstock
Closing the Deal
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1. Set the stage
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1. Set the stage
2. Find prospects
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1. Set the stage
2. Find prospects
3. Do the research
October 2016 @clearwriter #AMWA2016 12
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 14
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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You are a
professional
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Image courtesy of Shutterstock
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Not just physical
appearance
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Title: Eidtor
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Closing the Deal
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Closing the Deal
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“If I can’t see examples of their work
beforehand, I won’t make the call.”
- TT, Life Technologies
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Make the content
interesting.
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“If I have two candidates, I’ll call
the one with LinkedIn references
first. They’re pre-vetted. It
eliminates an entire step in the
discovery process.”
- KG, Roche
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Image courtesy of Shutterstock
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
Cold call
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“Hello from the other side.
I must have called a
thousand times.”
October 2016 @clearwriter #AMWA2016 38
- Adele
”Hello”
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Inbound inquiry
October 2016 @clearwriter #AMWA2016 41
“You start a conversation you
can't even finish it.
You're talking a lot, but you're not
saying anything.”
October 2016 @clearwriter #AMWA2016 42
- Talking Heads
”Psycho Killer”
October 2016 @clearwriter #AMWA2016 43
Image via U.S. Navy
October 2016 @clearwriter #AMWA2016 44
“We need a white paper
to give a clear explanation
of our technical benefits.”
October 2016 @clearwriter #AMWA2016 45
“We're looking for a dynamic
activator to generate key
synergies within our strategic
revenue-generating ideation
technologies.”
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Image courtesy of Shutterstock
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Image courtesy of Shutterstock
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Image courtesy of Shutterstock
Referral
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Closing the Deal
October 2016 @clearwriter #AMWA2016 50
“If there’s anything that you want
If there’s anything I can do
Just call on me and I’ll send it
along
With love, from me to you.”
October 2016 @clearwriter #AMWA2016 51
- The Beatles
”From Me to You”
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
Listening
October 2016 @clearwriter #AMWA2016 55
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October 2016 @clearwriter #AMWA2016 57
“Bigmouth strikes again.”
- The Smiths
”Bigmouth Strikes Again”
October 2016 @clearwriter #AMWA2016 58
Via ThisIsIndexed.com
October 2016 @clearwriter #AMWA2016 59
Image courtesy of Shutterstock
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Image courtesy of Shutterstock
October 2016 @clearwriter #AMWA2016 61
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
“Let us leave the
confusion
and all disillusion behind.”
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- Dean Martin
”Volare”
We’re all on the
same page
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Perception
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Image courtesy of Shutterstock
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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Image courtesy of Alejandro Escamilla, via Unsplash
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Image courtesy of Shutterstock
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Bonus advice!
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“I was looking for a job,
and then I found a job.
And heaven knows I'm
miserable now.”
October 2016 @clearwriter #AMWA2016 87
- The Smiths
“Heaven Knows I’m Miserable
Now”
“How do I know
when to fire a
client?”
October 2016 @clearwriter #AMWA2016 88
“We’ve been in worse
jams than this,
haven’t we, Hildy?”
October 2016 @clearwriter #AMWA2016 89
- Cary Grant
His Girl Friday
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Image courtesy of Shutterstock
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“You may say to yourself,
my god, what have I
done?”
- Talking Heads
“Once in a Lifetime”
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“10% of nothin’...
let me do the math
here... nothin’ into
nothin’,
carry the nothin’....”
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- Jayne Cobb
Firefly
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Image courtesy of Shutterstock
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