Instant Deal Killers & How You Can Save the Sale

By: Liz Goodgold
Posted: 12/10/2013

Liz Goodgold recommended 2 trusted resources to a current client; neither one of them got the biz.

Why?

They committed one of the following deadly sins that killed the deal:

  1. Responded haphazardly to the prospect – When prospects are referred to you, they are already pre-sold and often simply need a reassuring conversation before engagement. Lack of urgency on your part leads to the client feeling unimportant.

Hot Idea: Create a process to respond to prospect queries ASAP.

  1. Submitted a late proposal

If you start a project on the wrong foot, it’s hard to continue in step. It’s analogous to the defendant on the stand who lies about one fact; we conclude that he lied about all the facts!

Hot Idea: Submit your proposal earlier than agreed.

  1. Created an inflexible contract -

I didn’t write “negotiate your prices,” but I am saying that a contract has more elements than price.   

Hot Idea: Become flexible about terms, payment schedule, non-disclosure closures, and other options.

  1. Presented a proposal with merely the price

A Proposal is not a job estimate, (like one you would find from a plumber), but an outline of deliverables and value.

Hot Idea: Explain to me how you achieve the results and why you are the perfect person for the job. Remember: clients pay for the results, not the process!

  1. Remained inflexible on the timing

Sometimes a client needs your service yesterday.

Hot Idea: Offer rush charges and other options that still deliver the project according to your client’s deadline, but also offer you appropriate compensation.  

  1. Peppered the proposal with acronyms

I often read proposals with acronyms and I have no idea what they mean!  Of course, everyone tells me that everyone in the industry understands that jargon, but I disagree.  

Hot Idea: Don’t refer to yourself with a series of letters and avoid acronyms like the plague. If in doubt, leave it out!

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