For any business professional who has spent
months reading, studying, analyzing, brainstorming, writing, revising, meeting, talking, discussing options, presenting and...waiting, it's one of the most exhilarating feelings in the world: Closing...the...deal. And it's worth saying slowly, for dramatic emphasis.
Still, as you drive home, with the wind of success on your back, you can't help but wonder: “How can I close more deals – and faster?”
It's not only the 64,000-dollar question; it could be the $1 million (or more) question for your company. You're smart to assess the moves you made correctly so you can replicate them. But you're even smarter to use this pivotal juncture to incorporate three muscular tips from Hubspot and Inc. magazine so you can fortify your closing process with greater efficiency:
- Identify and study your competition like a textbook. As much as you'd like to presume you've been singled out to make a case for your products or services, the reality is you probably face competition. Finding out who your competitors are can require deft, tact and skill, but if all else fails, there's nothing wrong with – and absolutely everything right with – with making a polite inquiry. Then leverage this powerful piece of information to your best advantage. While it's never good form to bad-mouth a competitor, it's smart form to know exactly what differentiates you from the competition so you can underscore your superiority – and nudge a deal along.
- Start a relationship with the decision maker. This isn't always as easy as it sounds, especially if you've been directed to communicate with a team of the decision maker's subordinates. No matter how friendly and reliable you may deem these relationships, they are no substitute for face-to-face contact with the person who is responsible for signing off on the deal. Make it clear, tactfully and diplomatically, that your agenda includes meeting the decision maker so you can open up and nurture this vital line of communication.
- Create a sense of urgency – and stand by your word. Affixing a deadline to any deal can be difficult, but you can make it less so by including it in your timetable or “plan of action.” (In the process, you also might score points for your foresight and organizational skills.) Showing clients closing a deal is a progressive process sets not only expectations but goals. Allow “fudge” time for changes, delays and other impediments. But be prepared to draw the line when the deadline – decision time – approaches.
Jump-starting your closing process takes time and experience – much like jump-starting your inbound marketing strategy. For guidance, turn to a helpful guide compiled by the experienced pros at ADTACK. While they're at it, this equally muscular team can help you close deals faster and with greater efficiency by helping you conceptualize, develop and execute a comprehensive marketing strategy – all while reinvigorating your company's bottom line.
