In the last post, we talked about negotiating with your big fish and how to nurture and build on the relationships you are creating. Today we’ll talk about your fish’s power and how to utilize that for your benefit. One of the most critical aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you to continue a profitable partnership with your fish. You can keep your champion going by offering or doing several things to show appreciation. Some of these things are: •

There are a few things you need to do and consider to prepare for your first face-to-face meeting: Make a list of what you want to accomplish during the session. Anticipate potential concerns from the client. Check to make sure you are completely prepared. Listen more than you talk. Bring support staff with you. Use and respect the clients’ format. Always follow through. Ask for what you need and seal the deal. Simplify your prospect’s life. Find ways to boost your credibility. Build and nurture relationships. Learn from “no”. Find out what didn’t work so you can change it next