{"id":3768,"date":"2013-06-28T06:53:28","date_gmt":"2013-06-28T12:53:28","guid":{"rendered":"http:\/\/corevalues.com\/?p=3768"},"modified":"2013-06-28T06:53:28","modified_gmt":"2013-06-28T12:53:28","slug":"sales-presentations-that-win-clients-for-the-long-term","status":"publish","type":"post","link":"https:\/\/corevalues.com\/dev\/2013\/06\/28\/sales-presentations-that-win-clients-for-the-long-term\/","title":{"rendered":"Sales Presentations that Win Clients for the Long Term"},"content":{"rendered":"<p><a href=\"https:\/\/corevalues.com\/wp-content\/uploads\/2012\/11\/iStock_000005932499success-puzzel-piecel1.jpg\"><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignleft size-medium wp-image-2987\" alt=\"iStock_000005932499success puzzel piecel[1]\" src=\"https:\/\/corevalues.com\/wp-content\/uploads\/2012\/11\/iStock_000005932499success-puzzel-piecel1-300x199.jpg\" width=\"300\" height=\"199\" \/><\/a>On the constant hunt for clients?\u00a0 Do you wrap up a project with one client just to find yourself scrambling to find the next one?\u00a0 Can you even get past the initial client interview process to win the project?<\/p>\n<p>If you are a business consultant, team developer, or facilitator, these questions have haunted you at one time or another in your career. The ultimate goal is to not only find clients, but become an indispensable partner in the organization where collaboration with team members and executives ensure you prosper, are appreciated, and enjoy a <a href=\"https:\/\/corevalues.com\/tigers-success-series-about-us\/tigers-team-wheel-game\/\">steady, reoccurring income<\/a>.<\/p>\n<p>One of the key ways to find and build lasting relationships with clients is through the initial sales presentation with clients. First impressions often make lasting impressions and if your consulting business is going to shine\u2026.this is the time to do it! The presentation must leave the client with no doubts you are the most capable and solutions-based consultant around.<\/p>\n<p>When developing a sales-closing presentation keep these key elements in mind:<\/p>\n<ul>\n<li>Provide previous measurable results \u2013 numbers, cost-savings, efficiency, and the bottom line speak for themselves.<\/li>\n<li>Move the client from the intellectual level to the emotional level by exploring the organization\u2019s pain points.<\/li>\n<li>Educate the client on your product and service offerings.<\/li>\n<li>Get the organization to envision the results of the change initiative.<\/li>\n<li>Excite the hierarchies in the organization to support and commit to the project.<\/li>\n<li>Let clients know you can handle the entire project from start to finish and can obtain the necessary expertise.<\/li>\n<\/ul>\n<p><b>Your consulting business can handle it all<\/b><\/p>\n<p>To further expand on the last bullet point regarding expertise, I will use a previous case study as an example. \u00a0I won an American Native Association Grant to reorganize a Native owned furniture factory. I don&#8217;t design furniture for mass production, but I found someone who did. I don&#8217;t do work flow analysis and efficiency statistics, but I hired someone who does. I don&#8217;t do drug and alcohol counseling, but I found a master&#8217;s level Native American who did. Collectively we came together, with me acting as the general contractor, to deliver and we did. We won international attention and provided the expertise that no national or international consulting firm could match.<\/p>\n<p>So besides being a one-stop shop for clients, let\u2019s examine the dynamics of a presentation that ultimately closes the sale. Start by creating a positive first impression and leave them with a lasting impact. Here\u2019s how to insert the \u201cwow\u201d factor in your sales presentation to win the project and a long term client:<\/p>\n<ul>\n<li><b>Repeat your major benefit &#8211;<\/b> Be sure to refer back to your major benefit throughout the presentation. This is your strong point and the lasting impression you want to leave with the potential client.<\/li>\n<li><b>Speak on a personal level<\/b>, tell related stories and anecdotes. People relate to others that have \u201cbeen there\u201d and can communicate with related experiences.<\/li>\n<li><b>Keep tying back to the theme of your presentation &#8211;<\/b> It\u2019s easy to fall off track with questions from potential clients. Keep them on target by gently leading them back to the topic of discussion.<\/li>\n<li><b>Recap the steps of a process<\/b> \u2013 Bring it home on how to take a process from point A to point B without \u201cgiving away\u201d free advice. As Grant Cardone, an international sales expert and\u00a0<em>New York Times<\/em>\u00a0best-selling author so eloquently put it, \u201cCustomers will not appreciate you, your company, or for that matter your advice\u2026. until they pay for it!\u201d<\/li>\n<li><b>Denote action to be taken &#8211;<\/b> Make a small recommendation that can be acted upon immediately to move the organization in the desired direction. This improves a consultant\u2019s worth and value to the organization.<\/li>\n<li><b>Appeal to their sense of altruism<\/b> \u2013 inspire clients by exploring the benefits of self-sacrifice and collaboration for the good of the organization as a whole.<\/li>\n<\/ul>\n<p><b>Stuck at how to conduct an impactful sales presentation with clients?<\/b><\/p>\n<p>Business consultants and coaches stand to gain reoccurring income and long-term client relationships with an impactful sales presentation designed to close the sale! If you are having difficulty with the initial client sales conversation or want to learn how to sustain a reoccurring income with existing clients, don\u2019t miss my 90 minute <a href=\"http:\/\/www.3bigmistakes.corevalues.com\/\">\u201ccomplimentary\u201d webinar<\/a> where I let you in on the 3 biggest mistakes business consultants, facilitators, coaches, and trainers make to grow and thrive in their business.<\/p>\n<p>Several classes were offered through the middle of May, but don\u2019t worry \u2013 I\u2019m moving my free webinar to the <a href=\"https:\/\/corevalues.com\/\">TIGERS website<\/a> soon where you will have access 24\/7! You\u2019ll learn how to apply immediate practical methods that will have you earning more and working with committed clients who appreciate your worth and expertise! <b><\/b><\/p>\n<p>Copyright TIGERS Success Series by Dianne Crampton<\/p>\n<p><strong><a href=\"https:\/\/corevalues.com\/wp-content\/uploads\/2012\/10\/Tigers_300dpi_Logo.jpg\"><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignleft size-medium wp-image-2725\" alt=\"\" src=\"https:\/\/corevalues.com\/wp-content\/uploads\/2012\/10\/Tigers_300dpi_Logo-300x245.jpg\" width=\"191\" height=\"156\" \/><\/a>About TIGERS Success Series<\/strong><\/p>\n<p>TIGERS Success Series is a team development consultancy\u00a0based on 6 core principles that anchor high performance team dynamics. These principles are trust, interdependence, genuineness, empathy, risk and success.<\/p>\n<p>TIGERS offers licensing and certification to team building trainers and consultants interested in expanding their practice to serve organizational leaders from the break room to the boardroom.\u00a0<a href=\"https:\/\/corevalues.com\/tigers-success-series-about-us\/tigers-team-wheel-game\/\">.<b>Learn more.<\/b><\/a><\/p>\n<p>Being an independent contractor brings so many freedoms \u2013 but comes with a lot of extra baggage that leaves many feeling stuck and isolated as they grow their businesses.<\/p>\n<ul>\n<li>One-off engagements leave you scrambling to get new clients<\/li>\n<li>It\u2019s difficult to prove to clients that your work has brought them concrete savings \u2013 or profits<\/li>\n<li>Royalty-based training systems and fixed pricing structures severely limit your earning power<\/li>\n<li>Multiple trainers and consultants offering just one different team-building system leave clients with a \u201cflavor of the month\u201d feeling that damages credibility<\/li>\n<li>Team builders thrive in community\u2026 but are left to fend for themselves by other team builders with a dog-eat-dog mentality.<\/li>\n<\/ul>\n<p>There is a better way though \u2013 one that can get you off the roller coaster of rising and plummeting revenues and get you in touch with collaborative, growth-oriented colleagues. It starts by viewing our complimentary <a href=\"http:\/\/www.3bigmistakes.corevalues.com\">Webinar on How To Avoid The 3 Big Mistakes that Keep Your Practice Half Full.<\/a><\/p>\n<p><a href=\"http:\/\/www.3bigmistakes.corevalues.com\">\u00a0<\/a><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>On the constant hunt for clients?\u00a0 Do you wrap up a project with one client just to find yourself scrambling to find the next one?\u00a0 Can you even get past the initial client interview process to win the project? If you are a business consultant, team developer, or facilitator, these questions have haunted you at [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","footnotes":""},"categories":[549,286,512,376,550,283,396,551],"tags":[58,587,588,589],"class_list":["post-3768","post","type-post","status-publish","format-standard","hentry","category-3-big-mistakes","category-accountability","category-business-consulting","category-complimentary-webinar","category-leadership-development-consulting","category-small-business","category-team-building-effectiveness","category-team-consulting-2","tag-business","tag-business-development","tag-consulting-best-practices","tag-consulting-sales"],"_links":{"self":[{"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/posts\/3768","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/comments?post=3768"}],"version-history":[{"count":0,"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/posts\/3768\/revisions"}],"wp:attachment":[{"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/media?parent=3768"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/categories?post=3768"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/corevalues.com\/dev\/wp-json\/wp\/v2\/tags?post=3768"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}