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 time.

These are all essential things to do both before and during your presentation. You will catch that big fish with confidence behind your company and product. The next step of the process is negotiation. This can seem intimidating, but a few tips and tricks can become natural.

Here are some tips to help you negotiate successfully:

• Build a pricing strategy and stick with it.
• Prioritize what you plan to offer. This should include what matters to you and what you are willing to give in on.
• Don’t give in too quickly.
• Negotiated with a person, not a “company”. Don’t let them answer that they would like to but can’t.
• Don’t sell yourself short.
• Mitigate your pricing. If you go too low, you won’t be able to raise it back up, and you need to make a profit.
• Don’t sacrifice quality for the deal.
• Your services should always count as costs.
• Boost margins with add-ons.
• Handle requests for proposals with the utmost care.

These are how you ensure both parties get the best possible situation from the partnership. Once you start meeting or working together, it’s essential to continue to build your relationship so that the representative becomes as big of an ally that best suits you. They are more likely to vouch for you and build on your partnership with their company.
We like to call this person a champion. They are a champion for your company and can bring a more substantial, brighter future to your company.

Here are the characteristics of a grand champion:

• Supervisors respect them.
• They are socially networked.
• They think in the best interest of their company long term.
• They can navigate through the company to get things done quickly.
• They are willing to give credit to another person.
• They share the same business philosophy, values, and vision as you.

Now that you know how to negotiate for what is best for both parties and build on relationships, we’ll talk about how to use your fish’s power to benefit your benefit.
If you need help with any negotiation or courting process, try our FREE test drive to access a wealth of great tools and resources to help you succeed.