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Bring Them Flowers

There are a few things you need to do and prepare for your first face-to-face meeting: 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. Use and respect the clients’ format. Always follow through. Ask for what you need and seal the deal. Simplify your prospects life. Find ways to boost your credibility. Build and nurture relationships. Learn from “no.” Find out what didn’t work so you know how to change it for

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Who’s Your MVP?

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 feeling out the personality of your prospective big fish to match your best representative to the fish. You need to do this in two steps: Profile the personalities of those who sell for you. Match the right person to your target fish. There are essentially three different selling personalities: Sage Pal Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at

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The Perfect Bait

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 in 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 actually 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

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Untangle the Red Tape

In the last post, we talked about how to bring a “big company” mindset into your business and your team. This will help you overcome the mental obstacles that will keep you from being successful. Now, that you’ve learned how to overcome that, we’re going to talk about who your “fish” are. It’s important to know about the fish you are looking for before you put a plan together. We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way. The most important thing to know about your fish is their

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Be One with the Fish

In the last post we started our series on catching big clients, or “fish,” that will sustain your business over the long run. Today we’re going to take that a step further by talking about how to understand and think like a “big fish” company and how that can help you plan your approach and find success. Before you can start the process of landing big clients, you have to make sure your entire team is onboard with your approach and vision. There are six keys to finding big client success. They are: First Impression: You must remember you have

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