It has been an awesome two weeks receiving all the good and positive news in regards to my training business. The result of the last 2 weeks is 3 life coaching prospects, 2 team building training contracts, positive reviews from clients, readers who are looking forward to watch my procrastination buster videos.
Today, I reflected on the wins over the past 2 weeks, and picked up 4 winning factors. Sharing these 4 winning factors here, so that you too can create your wins too.
Possess a strong believe that you can achieve anything you want. One particular day in the past 2-week, I tell myself that I’m going to close a deal the next day. I truly believe that I am going to close a deal, though I don’t know where it will come from, I just believe.
Like the song sang by Whitney Houston and Mariah Carey, When You Believe. The chorus goes like this, “There can be miracles, when you believe.”
All I have is a strong believe that I will close a deal the next day. And then it happened.
In one of the deals that I closed, the initial proposal was turned down over the phone. And the client briefly told me their requirement and their thought about the first proposal. They suggested a face-to-face meeting so that they can explain clearly their requirements, which is also my intention.
I am supposed to meet them, do need analysis and then prepare the second proposal. But I took them by surprise when I prepare a 2nd proposal before the meeting. I prepared the 2nd proposal based on their feedback on the 1st proposal over the phone.
When I present to them, I told them this is a different proposal based on the information I got via the phone. Of course it is only a draft with room for adjustment after the meeting.
They like the proposal with only 5% of adjustment. I showed them that I’m serious about the deal, and I save 2 days of their time by preparing the proposal in advance.
Always be ready in advance. It will never hurt.
With the good preparation comes good confidence. I know my stuff when I walk into a meeting. I have answers to their questions, I know what I am good at, and what I can offer.
I am there to solve my prospect’s problems. I provide them with ideas with my expertise. When I cannot help them, I tell them honetly so that they can quickly look for someone else to save time.
With that in mind, I am not afraid if I lose a deal. And when I’m not afraid, I am filled with confidence. This is what the prospects want to see. They want to see if I have the confidence to handle their project. They are actually faced with uncertainty when they pass a project to me. I have to make them feel at ease and at peace. I have to get them to believe that I can handle their project.
After believing strongly, preparation and the confident to succeed, action is the final step. I picked up the phone to call, I sent that follow up email, I prepare the proposal. Nothing is ever going to happen without consistent action.
Want to increase your customer base, you got to embark on prospecting and marketing consistently.
At the end of the day, either you do the work, or someone else does it for you. You can’t escape this part of the responsibility.