FM Walsh & Associates Inc.

If you want to close more deals, pay attention to the details. I constantly get contacted by suppliers trying to sell me something and I can tell they have done no research and have no clue what my company does. A classic one lately was the email I got from a web design company looking to build strategic alliances. It was obviously a mass email sent out to a list – there was nothing personalized about it – it was a fishing expedition. The irony is that I am looking to meet some new web design firms. Obviously this firm won’t be one of them.
Here’s some basic rules to follow when doing a deal:

1. Research the company you are pitching. Know what they do, their challenges and the market they target.
2. Prepare your presentation. What solution are you offering? Get real clear on the benefits to the buyer. Have your sales materials organized, your price range decided on and practice it until you are 100% confident.
3. Make sure you provide your contact information. Nothing turns me off faster than having to track down your contact information. I’m amazed at the number of emails and phone calls I get from people with no contact information provided. Every email should include your full name, company name, phone number, email and website. And make sure you leave your phone number with every voicemail message you leave.

Pay attention to the details and make it easy for people to do business with you.