Most successful consultancy business developers share the same handful of things in common:
- They are experts in their field.
- They offer clients an objective and independent perspective.
- They can present big picture or go into detail, as required.
- They have deep understanding of clients issues, needs and wants.
- They are able to analyse and synthesise complex situations, to make meaningful proposals.
- They build executive relationships based on permission, rapport and trust.
- They are candid and are able to influence client decisions, with integrity.
But, those who win the most projects have this one common habit:
They ask clients for the business.
And here’s why that’s important.
The sales process – discovery, impact agreement, fee discussions, etc – has a final step. Getting the client’s formal commitment … a signed contract.
Leading the client to, and through, that final step makes all the difference. Why?
Because even the most promising deals can stall when the client doesn’t know what you want them to do.
It may be uncomfortable, but just take the initiative … ask for their signature on the contract.
[And to avoid any misunderstandings this is asking at the right time, which is not the same as ‘always be closing’.]