How do you close the deal?

You have to get your prospects to think that what you’re offering was their idea all along. 

How do you do this? 

Get to know them. Spend time with them. Find out what their lives are like, what they have to go through to compete, and what makes them suffer. Jump into their pool at the deep end and learn how to swim. Walk through their warehouses, customer service departments, and general offices. Sit down at their computers and try to do their jobs. Get them talking. 

Once they see that you are sincere and have something to offer, they will not be bashful. They will tell you everything you need to know to help them. This will do 2 critical things: 

1. It will provide specific feedback about what you’re building or have built, whether or not it makes sense for them, and what to change/fine tune/refocus. It they need it like that, chances are that many others do too. Your first prospects have unwittingly been the best focus group you could have assembled. 

2. You will be offering exactly what they asked for so they will have few excuses not to buy. Do not underestimate the solid gold of this approach; it works incredibly well. 

Call this good sales and marketing if you want but I never have. I just call it doing whatever it takes to help your customers. Becoming successful is a byproduct.