Selling B2B Services - converting warm leads into eager clients.
By Stuart Ayling

(Part 3 of 3)

In Part 1 and Part 2 of this article we looked at how to find prospects and gain an understanding of their true needs. In Part 3 we now look at the final steps in the selling process.

4) Agree to the terms of the relationship.
By this time you have developed a degree of rapport with your prospect. You may have spent some hours together, and have looked carefully at their situation and considered some options. 

Now is the time to close the sale.

• Confirm 'how' you will work with them in writing.

• The degree of legalese in your document will depend on what tasks you are undertaking, the scope of the risk, and their expectations.

• Be clear about payment - how much, when is it due, how is it paid.

• Clarify responsibilities on both sides - who will do what and when.

• Confirm start date and key milestones if applicable.

Congratulations... you now have an eager client.

You have found a prospect, identified their specific needs, matched your benefits to those needs, confirmed that your prospect recognises those benefits, structured a workable program to complete the job, and gained their agreement to start.

Now it's a matter of following through with your promises and providing exceptional client service.

Wait, there's one last thing I'd like to mention...

5 ) When to do a "demo".
If you need to demonstrate your service or discuss how you have handled similar projects, think carefully about when this should be done. Many service providers start off their sales presentation with this type of demonstration. They tell their prospect about what they can do, and detail all the benefits they can offer. 

But beware; the prospect is waiting for you to show interest in their specific situation. So pay attention to them and start asking questions.

When you know what is important to them you can do your demonstration with confidence, emphasizing aspects that are particularly relevant for your prospect, and avoiding aspects that aren't important.

By planning and controlling your sales process you can easily turn your warm leads into eager clients, developing a strong relationship along the way.

Happy selling!


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