3 Steps to Sealing the Deal with a Potential Customer or client
Whether you're working with brands, working with other bloggers, or trying to get a new client on board, one of the hardest parts is actually sealing the deal.
When I say "seal the deal," I'm not talking about getting in touch with them or having them like you. I'm talking about getting to the point when they are finally putting money into your pocket. At the end of the day that's what makes the deal officially legitimate. It's no longer word of mouth or just speaking hypothetically. It's officially a "done deal."
Here's 3 steps to sealing the deal with a potential customer.
1. Build relationship
Most business people online will only do business with people they are acquainted with. This doesn't mean you have to golf with them on Sunday's or come over for dinner. It just means they need to know who you are.
One of the best rules of networking is to not actually talk about work. Believe it or not, this is how business people like to connect. When you're trying to seal the deal with a brand or get a new client on board, try not actually talking about the work at hand.
If it's a client, get to know them. Find out something you guys have in common. If it's a brand, connect with them on social. Send them a "just because" email letting them know how much you enjoy their content.
Nobody likes a lazy, heartless business person. They want to know that it's not just about the money to you.
The reason why many bloggers aren't seeing a return on all of their efforts to seal the deal with a potential customer is because they skip the first step and immediately go straight into the proposal.
It's sort of like starting off an email without greeting the recipient. What if you got an email that started off with "I'd like for you to pay me to do..." with no greeting you, no introduction as to who this person is, etc.? That's basically what you sound like to a potential customer when you propose without building a relationship first.
Once you've done that, you want your proposal to be straightforward. You want to lay everything out on the line. You want your qualifications, what you plan to help this person accomplish, etc. to be completely clear. There's no more warming them up or getting acquainted. At this point, it's time to talk business and get serious about your coins.
This has to be one of the best pieces of advice you'll ever receive in business. If you are just starting out and have yet to hear this before, let me be the first to tell you: Some potential customers will not reply. Some will tell you "Let me think about it." Some will agree to your entire proposal, but never quite get to the paying you part.
Yes, it's a possibility that they're just not interested, but most people just downright forget. They're getting tons of emails a day, they're juggling family time and work time, they honestly can't afford it right at that moment. Most of the time, this is the case and it's nothing that a follow-up can't fix.
Don't give up or take this as a "no."
If it's a brand who hasn't replied or just doesn't have any opportunities you'd be good for, send them another email in the next couple of weeks. Maybe your email got lost in the other tons of emails or they might have different opportunities by now.
If it's a potential client who says they need to think about it or get their funds together, send them another email in a couple of weeks. Their financial situation could be completely different by then. Also, in the midst of "thinking about it" we often get sidetracked or just simply forget to follow up. Do that potential client a favor and YOU can be the one to follow up.
Not only do all three of these steps show dedication to your potential customer, but it also helps you seal the deal and actually get them on board.