What Can I Do to Clinch This Big Client?

Based on the information you've provided, I would put a two-part presentation together:

1. Show her the results you've gotten for other clients.

2. Show her point-by-point how you'd get results for her.

To make it risk-free for her, work on the first point on a pay-for-performance basis.

Alex

I think you should find out more about what went wrong for her with the other marketing consultants. You don't want to be selling at her and you might just be repeating the same kind of stuff that your predecessors gave her...and it is also possible that she is expecting things that are unrealistic. What couldn't the other guys deliver?

Understanding what her expectations are is hugely important so you don't over-promise and under-deliver.

I would explain it to her exactly like that...I would even go so far to say something like:"Let me understand exactly what it is you need to make sure that I am the right person for you".

If you use your meeting to find out her exact needs with a view to come back and match it with your skill-set then she should feel confident that you're the right partner.

And hey...remember to enjoy the meeting with a big fish - however it goes.

Good luck

1. Study her product and market.

If it is worth it

And

If you believe you are good enough.

2. Offer a 100% refund guarantee

Or

3. Only operate on a share basis, nothing upfront.

Assuming the product and market etc are good and assuming you are that good

I think if you've got to ask a bunch of people you don't know about how to make the sale, you're screwed.

In other words, you don't have the marketing chops to help this business.

Sure it would boost your portfolio. It'd boost ANYBODY's portfolio. But you have to deliver, right?

Best to bring in a partner who does have the chops and share the credit.

- Rick Duris

Hi fated,

Find out everything there is no know about her, her company and her competition.

Become an acclaimed expert and her trusted adviser. Make sure you really do know how to help her.

If you don't - do what Rick suggested and find someone who does.

Work out why her previous marketing flopped, tell her the reasons and show how you can help ensure your campaign will be successful.

By saying - "I can do this because...(giving a very strong reason why you can).

You can work on a results only basis. Make sure there's a foolproof way of tracking the results. But do you trust her to pay you?

Is she happy to run her business on a payment by results basis?

I doubt it. So tell her your fee. If you have a "guarantee" tell her.

By doing the best possible presentation - hopefully the client will "get" it.

If not try and handle any objections.

If she still doesn't see the knowledge, value and the results you can bring, thank her for her time, tell her you're sorry you can't work together. Wish her all the best.

And move on.

Because...

There's no shortage of good clients.


Steve

I agree with what everyone else is saying - do your due diligence -- be over-prepared so that it's obvious you went above and beyond when the time for that meeting comes.

If you are feeling a little unsure of your skills, like RickDuris said above, it might not hurt to team up with someone else who you know can help you to deliver results.

Also, brainstorm any ideas whereby you could do some work/make some progress for the company ahead of time. 'Risk' your time up front to prove how badly you want it. Do what others can't do or aren't willing to do.

Good luck ;-)

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