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Digg it UP - 8 Ways to Win more Contracts
Recently, I was writing an ad targeted towards health food shop owners for a wholesale health product.And you know what was easy about writing that ad? I knew my prospect. Given that my parents used to own a health food shop in Coffs Harbour when I was growing up, all I needed to imagine was that I was selling directly to my father.I'd say thisHe'd say thatI'd say thisHe'd say thatI'd say thisHe'd say thatAnd so on.You see, the number one secret to writing good copy is being able to picture exactly who you're selling to... and understanding exactly who your customer is.In fact, in my experience it's
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For yo
Do your marketing materials make people stop, read and take action?Even in today’s tech-savvy world information is spread through the written word. Customers have to know what your product, service or idea can do for them—or they won’t buy. So whether you’re writing brochures, Web text or anything in between, you need clear, concise, benefits-oriented copy that really sells.Sounds easy, but you’re not sure where to start? Just follow these seven simple guidelines to begin writing words that sell.1) Know Your Audience Before you can sell someone a product, you have to know who they are, what they do, and what their problems are. Why? Because
Let’s face it—winning a contract can be one of the most bewildering parts of running your consulting business. It doesn’t have to be such a tremendous dilemma. I’ve worked with hundreds of very successful consultants through the years (and been one myself), and I’ve found that those who flourish take these 8 steps:
1. Prepare to make a great first impression
You never get a second chance to make a first impression, and you make a great first impression by being prepared. Research the company and subject matter, using any available means, including your contacts at the company. Study the company's history, key personnel, current technologies, existing and foreseeable problems and solutions. Preparation bolsters your confidence, and lets you initiate meaningful discussions about the client's needs and goals.
2. Focus on the client
Remember, an interview with a prospective client isn’t about you–it's about the client's desire to solve their problem cost-effectively. Avoid rambling explanations about your expertise. Be concise. Prepare and practice a 10-second synopsis of your expertise and value.
- Come prepared with a series of thoughtful questions aimed at better understanding the client’s needs.
- Listen carefully to the client’s responses to your questions, and respond with your own summary of what you’ve just heard.
- Ask if this is correct, a technique known as “active listening.”
- Don’t try to solve the problem now; just make sure you both agree on the issues.
3. Anticipate objections
Prepare a compelling response for each potential objection the client may have for hiring you. Such objections may include:
- Attractive options proposed by the competition
- Your rates
- Estimated turn-around time
- Internal bureaucracy/resistance
4. Create a sense of urgency
Most companies know that excellence is in high demand. If the prospect seems on the fence about a decision, you can point out that--while you’re excited and eager to work on his project—your other clients are asking for your time, and you’ll need to reserve space for him soon. (Assuming this is true) Make sure you first understand why the prospect is hesitating. If he has undisclosed constraints that put a decision on a longer timeline, he could walk away.
5. Provide an incentive
Many contractors add some financial wiggle room to their bids to protect themselves from unforeseen costs. If your rates are fair, you’re comfortable with a smaller “disaster” cushion, and this client will likely be a good source of contracts in future, you can sometimes cement the sale by offering a small discount on this contract or contracts in future. ** Not sure if you're charging the going rate? Check out our free rate comparison tool **
6. Avoid auctions
Competitive bidding situations are usually a losing proposition for contractors. You either lose the contract or you lose money by steeply discounting your rate. You can avoid a competitive bidding situation by letting the prospect know—nicely—that you don't bid against other companies or individuals. Instead, stress your value. More experienced consultants are simply more efficient and thus less expensive in the long run.
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For you
A lawyer is a person who is authorized by the state or country to practice law, give advice to his or her clients and represent their legal matters in the courts. According to classes or ranks of jurists lawyers can be designated as advocate, attorney, barrister, counselor and solicitor. A lawyer has to study law and new laws on a regular basis to stay up to date in order to protect their clients. This is the basics of a career in law, protecting your client’s freedoms and rights.A Day In The Life Of A Lawyer.1. Get ready to travel: Lawyers spend most of their time in offices and courtrooms. They travel to meet their clients wherever they are and homes, b
2. Focus on the client
Remember, an interview with a prospective client isn’t about you–it's about the client's desire to solve their problem cost-effectively. Avoid rambling explanations about your expertise. Be concise. Prepare and practice a 10-second synopsis of your expertise and value.
- Come prepared with a series of thoughtful questions aimed at better understanding the client’s needs.
- Listen carefully to the client’s responses to your questions, and respond with your own summary of what you’ve just heard.
- Ask if this is correct, a technique known as “active listening.”
- Don’t try to solve the problem now; just make sure you both agree on the issues.
3. Anticipate objections
Prepare a compelling response for each potential objection the client may have for hiring you. Such objections may include:
- Attractive options proposed by the competition
- Your rates
- Estimated turn-around time
- Internal bureaucracy/resistance
4. Create a sense of urgency
Most companies know that excellence is in high demand. If the prospect seems on the fence about a decision, you can point out that--while you’re excited and eager to work on his project—your other clients are asking for your time, and you’ll need to reserve space for him soon. (Assuming this is true) Make sure you first understand why the prospect is hesitating. If he has undisclosed constraints that put a decision on a longer timeline, he could walk away.
5. Provide an incentive
Many contractors add some financial wiggle room to their bids to protect themselves from unforeseen costs. If your rates are fair, you’re comfortable with a smaller “disaster” cushion, and this client will likely be a good source of contracts in future, you can sometimes cement the sale by offering a small discount on this contract or contracts in future. ** Not sure if you're charging the going rate? Check out our free rate comparison tool **
6. Avoid auctions
Competitive bidding situations are usually a losing proposition for contractors. You either lose the contract or you lose money by steeply discounting your rate. You can avoid a competitive bidding situation by letting the prospect know—nicely—that you don't bid against other companies or individuals. Instead, stress your value. More experienced consultants are simply more efficient and thus less expensive in the long run.
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For yo
You can possibly teach a turkey to climb a tree – but it is a lot easier to hire a squirrel. Quality staffing means selecting the right people with the right skills for the right jobs and at the right time. A good hire can take the weight of the world off your shoulders. A poor one can eat up your time and energy and weaken an entire team. So, why do so many leaders place so many people in so many wrong places? Here are five key reasons.Failure to prepare. When leaders are so busy dealing with multiple issues everyday, they may not have the time to do the front-end homework that is required. Find the time because bad staffing decisions can be costl
3. Anticipate objections
Prepare a compelling response for each potential objection the client may have for hiring you. Such objections may include:
- Attractive options proposed by the competition
- Your rates
- Estimated turn-around time
- Internal bureaucracy/resistance
4. Create a sense of urgency
Most companies know that excellence is in high demand. If the prospect seems on the fence about a decision, you can point out that--while you’re excited and eager to work on his project—your other clients are asking for your time, and you’ll need to reserve space for him soon. (Assuming this is true) Make sure you first understand why the prospect is hesitating. If he has undisclosed constraints that put a decision on a longer timeline, he could walk away.
5. Provide an incentive
Many contractors add some financial wiggle room to their bids to protect themselves from unforeseen costs. If your rates are fair, you’re comfortable with a smaller “disaster” cushion, and this client will likely be a good source of contracts in future, you can sometimes cement the sale by offering a small discount on this contract or contracts in future. ** Not sure if you're charging the going rate? Check out our free rate comparison tool **
6. Avoid auctions
Competitive bidding situations are usually a losing proposition for contractors. You either lose the contract or you lose money by steeply discounting your rate. You can avoid a competitive bidding situation by letting the prospect know—nicely—that you don't bid against other companies or individuals. Instead, stress your value. More experienced consultants are simply more efficient and thus less expensive in the long run.
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For yo
Nowadays people know that to maintain a good standard way of living, one needs to secure a job, but more importantly, to secure an income. Money, whether we like it or not, is necessary to lead a decent and normal life. Also to have access to all he comforts that today's life offers.People can always bargain any item anywhere because all companies use lowering their prices as bait to make clients buy more. This is how debt reduction works when dealing with creditors. But you should always leave these matters in capable hands. Companies such as ours, negotiate directly with your creditors to achieve that main objective, reduce the whole debt, to start your repa
6. Avoid auctions
Competitive bidding situations are usually a losing proposition for contractors. You either lose the contract or you lose money by steeply discounting your rate. You can avoid a competitive bidding situation by letting the prospect know—nicely—that you don't bid against other companies or individuals. Instead, stress your value. More experienced consultants are simply more efficient and thus less expensive in the long run.
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For yo
These days, trying to make a fortune online or off-line to most people will seem like just an imaginary dream.And of course to some people it's as easy as 1, 2, 3... And I'm not kidding... reason being, that's because those people have a serious plan of action.And to give You a little secret here, it's actually one of my best secrets... What you need to do to be like these serious plan of action types of people would be to first of all decide how much money you are willing to invest along with how much time you are willing to put into it each day or each week.For instance if You know that you have a really hot product that you know could sell like
If your prospect has another, much lower bid, make sure the bid is for an equal level of service, and that the company is a peer in expertise and experience. Ask your prospect to check with references for both sides. Reference checking—which surprisingly few companies do—can often turn around a sale.
7. Keep in touch
Always ask for the contract at the end of the meeting, but don’t expect to get it right then. Instead, ask when the company expects to make a decision. Plan to stay in touch with the prospect with a polite e-mail expressing your eagerness. Then call back weekly until you get a yes or a no. Never take a lack of response as a personal affront or a lack of respect. I’ve seen many contractors make this mistake, firing off nasty missives that burn bridges.
8. Know when to walk away
As with any successful negotiation, have an acceptable fallback or compromise position. For your own long-term happiness and reputation, it's better to walk away from an unfair deal than to accept a gig you perceive as unfair. Ill feelings damage the quality of work and poison your job satisfaction. If the prospect is unreasonable in the negotiation process, the chances are they'll be unreasonable to work with, too. Sometimes it’s better to move on to more promising opportunities
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