Closing the Deal: Getting That Project
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Transcript of Closing the Deal: Getting That Project
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Closing the Deal:
Getting That Project
October 2016 @clearwriter #AMWA2016 1
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October 2016 @clearwriter #AMWA2016 2
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October 2016 @clearwriter #AMWA2016 3
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Closing the Deal
October 2016 @clearwriter #AMWA2016 4
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October 2016 @clearwriter #AMWA2016 5
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October 2016 @clearwriter #AMWA2016 6
Via ThisIsIndexed.com
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October 2016 @clearwriter #AMWA2016 7
“We’re on a road to
nowhere”
- Talking Heads
”Road to Nowhere”
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October 2016 @clearwriter #AMWA2016 8
Image courtesy of Shutterstock
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Closing the Deal
October 2016 @clearwriter #AMWA2016 9
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1. Set the stage
October 2016 @clearwriter #AMWA2016 10
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1. Set the stage
2. Find prospects
October 2016 @clearwriter #AMWA2016 11
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1. Set the stage
2. Find prospects
3. Do the research
October 2016 @clearwriter #AMWA2016 12
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
October 2016 @clearwriter #AMWA2016 13
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 14
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
October 2016 @clearwriter #AMWA2016 15
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You are a
professional
October 2016 @clearwriter #AMWA2016 16
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October 2016 @clearwriter #AMWA2016 17
Image courtesy of Shutterstock
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October 2016 @clearwriter #AMWA2016 18
Image courtesy of Shutterstock
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October 2016 @clearwriter #AMWA2016 19
Image courtesy of Shutterstock
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Not just physical
appearance
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Title: Eidtor
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Closing the Deal
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Closing the Deal
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October 2016 @clearwriter #AMWA2016 28
“If I can’t see examples of their work
beforehand, I won’t make the call.”
- TT, Life Technologies
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October 2016 @clearwriter #AMWA2016 29
Make the content
interesting.
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“If I have two candidates, I’ll call
the one with LinkedIn references
first. They’re pre-vetted. It
eliminates an entire step in the
discovery process.”
- KG, Roche
October 2016 @clearwriter #AMWA2016 34
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October 2016 @clearwriter #AMWA2016 35
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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Cold call
October 2016 @clearwriter #AMWA2016 37
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“Hello from the other side.
I must have called a
thousand times.”
October 2016 @clearwriter #AMWA2016 38
- Adele
”Hello”
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Inbound inquiry
October 2016 @clearwriter #AMWA2016 41
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“You start a conversation you
can't even finish it.
You're talking a lot, but you're not
saying anything.”
October 2016 @clearwriter #AMWA2016 42
- Talking Heads
”Psycho Killer”
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October 2016 @clearwriter #AMWA2016 43
Image via U.S. Navy
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October 2016 @clearwriter #AMWA2016 44
“We need a white paper
to give a clear explanation
of our technical benefits.”
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October 2016 @clearwriter #AMWA2016 45
“We're looking for a dynamic
activator to generate key
synergies within our strategic
revenue-generating ideation
technologies.”
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October 2016 @clearwriter #AMWA2016 46
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October 2016 @clearwriter #AMWA2016 47
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October 2016 @clearwriter #AMWA2016 48
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Referral
October 2016 @clearwriter #AMWA2016 49
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Closing the Deal
October 2016 @clearwriter #AMWA2016 50
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“If there’s anything that you want
If there’s anything I can do
Just call on me and I’ll send it
along
With love, from me to you.”
October 2016 @clearwriter #AMWA2016 51
- The Beatles
”From Me to You”
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October 2016 @clearwriter #AMWA2016 54
1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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Listening
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October 2016 @clearwriter #AMWA2016 57
“Bigmouth strikes again.”
- The Smiths
”Bigmouth Strikes Again”
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October 2016 @clearwriter #AMWA2016 58
Via ThisIsIndexed.com
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October 2016 @clearwriter #AMWA2016 59
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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“Let us leave the
confusion
and all disillusion behind.”
October 2016 @clearwriter #AMWA2016 62
- Dean Martin
”Volare”
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We’re all on the
same page
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Perception
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1. Set the stage
2. Find prospects
3. Do the research
4. Proposal pitch
5. Close the deal
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Bonus advice!
October 2016 @clearwriter #AMWA2016 86
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“I was looking for a job,
and then I found a job.
And heaven knows I'm
miserable now.”
October 2016 @clearwriter #AMWA2016 87
- The Smiths
“Heaven Knows I’m Miserable
Now”
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“How do I know
when to fire a
client?”
October 2016 @clearwriter #AMWA2016 88
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“We’ve been in worse
jams than this,
haven’t we, Hildy?”
October 2016 @clearwriter #AMWA2016 89
- Cary Grant
His Girl Friday
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October 2016 @clearwriter #AMWA2016 91
“You may say to yourself,
my god, what have I
done?”
- Talking Heads
“Once in a Lifetime”
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“10% of nothin’...
let me do the math
here... nothin’ into
nothin’,
carry the nothin’....”
October 2016 @clearwriter #AMWA2016 94
- Jayne Cobb
Firefly
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