The 5 big mistakes that will kill a deal with a Big Fish are:
- Not meeting the client’s expectations
- Mishandling a client crisis
- Taking on more than you can handle
- Putting all your eggs in one basket
- Being up cash creek without a paddle
In the last post we talked about negotiating with your Big Fish and how to nurture and build on the relationship you are creating. Today we’ll talk about 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 and who needs to stay loyal to you for you to continue a profitable partnership with your Big Fish. You can keep your champion going by offering or doing a number of things to show appreciation. Some of these things are:
- Share the limelight.
- Help them thank their company with new products and services.
- Emotionally connect them to your company.
- Know when to leave them alone.
- Keep your “family” happy.
- Stay on the front lines.
There are a few things you need to do and consider to prepare for your first face to face meeting with your Big Fish:
- Make a list of what you want to accomplish during the meeting.
- Anticipate potential concerns from the client.
- Check to make sure you are completely prepared.
- Listen more than you talk.
- Bring support staff with you. Read article / comment »
In the last post we talked about making first contact with your prospective Big Fish and how to make a positive first impression. Today we’re going to talk about categorizing the personality of your prospective big fish to match the right salesperson to the fish.
You need to do this in two steps:
- Profile your salespeople’s personalities.
- Match the right salesperson to your target fish.
In the last post we talked about how to learn about your Big Fish and prepare for the first contact you’ll make with them. This first contact is essential to your success. You need to instill confidence with them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise.
Today we’ll go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose which big fish you’re going after. Take a look at your notes and the research you’ve done about your prospective Fish. Then decide which one will be the easiest approach to start out with.