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Best way to close and walk away with a check?

by RimaNaj2011
12 replies
So I'm in talks with a chiropractor for a while now. We had 1 meeting face to face where we talked about SEO and a new website. I sent the estimate over and we talked for a bit over the phone and have a meeting at some cafe next week on Tuesday (I think it's by his house. He said he'll buy lunch/coffee). He said he wants to talk over exactly what I'm going to do to get him on top of Google and then decide on the site and we'll be "good to go". I'm very excited as this is my first offline client so I want to make sure it all goes over smoothly.

For the record, if it makes a difference. There are 2 options for the website ($600 and $1000 for a 5 page site. $50/additional page). SEO is $750 upfront and $200/monthly (he talked me down from $300/monthly).

I just have a question on the technicals. I already have contracts signed up for the SEO and 2 different contracts depending on which website he goes with. The thing is I'd really like to walk away with a check, website and initial deposit for SEO. If he agrees should I keep the contracts in the car and get him to sign there and write me a check? Get him to just give me a check and sign contracts later on when he's in the office? Just agree on everything and send contracts later and get a check later?

What's the "etiquette" I guess for closing deals? How can I get money ASAP?
#check #close
  • Profile picture of the author Michael Bucker
    Since he has agreed on the terns already, pending the final details, take the paperwork with you. Do not leave it in the car. Have it in a folder or somewhere near you for signing at the moment you have concluded the final details you already know you are meeting for.

    You are a busy business owner and am glad he chose lunch. You had a busy morning and even a busier afternoon. Your just there to dot the I's and cross the t's anyway.

    Once you have concluded the google question and have answered any other questions, let him know you have the contract for his to sign now to get the ball rolling, however unless he has brought his company check book with him you will have to come by in two hours to pick the check up because of other business you have to attend to right after lunch.

    Note that it is all assumptive your not asking you are directing. He will either say I have it with me now or ok see you in a few hours. Get your signatures either way. Then tell him an exact time you will be there. "I will stop by at 4pm and drop you off a copy of this paperwork and grab the check, unless he's paid already on the spot.

    Pardon typos, working off my phone.
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    • Profile picture of the author RimaNaj2011
      Ok great I'll do that. I'll bring the paperwork with me. That sounds like a good idea. I should be more direct and firm.

      Once he pays do I still send an invoice? So it's a receipt for him I guess. Not sure how these things work.
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  • Profile picture of the author Twoddle
    I would personally take a printed invoice off already without the prices on and then complete it whilst your there, but thats my opinion anyway, but he would still appreciate an invoice for tax reasons.
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  • Profile picture of the author Jason Kanigan
    Since the OP has already been "talked down" from a higher price, I'll bet the prospect tries to hit him for another price drop right at the last minute.

    Your conviction at that very moment is "Nope, can't do it. The price is the price; I already gave you my best rate." And you're ready to walk away.

    The prospect may have 'forgotten' to bring his checkbook to lunch. Be ready to say, "No prob, I'll follow you back to the office and pick it up. Once that's done, I can get started right away."
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    • Profile picture of the author RimaNaj2011
      Originally Posted by Jason Kanigan View Post

      Since the OP has already been "talked down" from a higher price, I'll bet the prospect tries to hit him for another price drop right at the last minute.

      Your conviction at that very moment is "Nope, can't do it. The price is the price; I already gave you my best rate." And you're ready to walk away.

      The prospect may have 'forgotten' to bring his checkbook to lunch. Be ready to say, "No prob, I'll follow you back to the office and pick it up. Once that's done, I can get started right away."
      Yeah, that's why I want to have my contracts ready because I'm not going to budge on price when I did once already, which I don't think I should have in the beginning.

      This isn't the location of the office I went to and I'm not 100% sure if it's a second office or where he lives. Hopefully it comes up early in the convo and if it's an office I'll use that line, otherwise if it's his home I'll tell him I'll come back in 2 hours.

      Originally Posted by beeswarn View Post

      The prospect here is a more experienced negotiator than the OP, and this is good insight above from an experienced professional salesman, Jason Kanigan.

      In this case, the prospect turned your presentation into a negotiation, which you weren't prepared for.

      Do not enter into any negotiation unless you are fully prepared to walk away from it when you can't get what you want.

      This guy is going to try to negotiate your price down further at your next meeting. He may forget his check book, like Jason says. I think he'll pretend to get an emergency phone call (he's a doctor, you know) and it will rattle you while you're trying to argue for your price.

      Both Jason and Michael Bucker gave you good sales techniques to counter this guy's tactics. Either follow him right back from the lunch table to the office for his check, or give an exact time (within two hours) to go get it. If he's bluffing you'll show that you can't be manipulated into lowering your price again. If he's not bluffing, you'll convince him to write the check today.

      Be serious and hold your price. This prospect is a chump, anyway. No serious physician, not even a back-cracker, would leave his practice in the middle of the day to see a potential vendor. Present your offer, ask for the order and send him back to get his check.
      Thanks. The 300/month to 200/month was when I followed up by phone on the estimate and his secretary said he got something in the mail where they do it for $200/month. This would be by first client and I'm running very low on money so I said I'd agree (not right away. I said I'll think it over and call tomorrow)

      Over the phone he didn't say anything about price for the websites, he just said he just needs to pick which option, so I don't think he'll negotiate there on price. The upfront $750 he didn't bring up and I didn't want to bring it up over phone either but that's not something I can budge on.

      In my head I see the meeting as I'm going to explain what I'm going to rank him high and after that we're set (those are his words too) so I'll have contracts ready with me to get signed and either he signs the check there, or I come back later in the day, but the contracts will be signed. I won't be budging on price.

      In our first meeting I remember he said I'm glad I got your letter in the mail (I did direct mail) and I like that you're a local company. So that's something I'm going to bring up. With me, if there's a problem, I'm in the same city and we can meet face to face in a short time unlike if he went with another company where he wouldn't deal with them like that.
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      • Profile picture of the author RimaNaj2011
        Just to update I did close this. He came 30 minutes late so I was pretty aggravated and there was no way I couldn't walk away without a closed deal. He signed both contracts (SEO and web design). He said he would PayPal me the deposit and I let him know once I get that I would get started.

        12 hours later I didn't get the deposit but I'm stopping by the office tomorrow to drop off the copies of the contracts/invoices and some other thing so I'm going to put a note to remind him to send the payment ASAP.

        Very excited, this was my first offline deal! Thanks for all the help

        EDIT- He didn't bring anything about price up (that really would have bothered me) but seems like he really wants to be involved. Not sure if that is a good thing or a bad thing yet, but we'll see.
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        • Profile picture of the author MaxwellB
          Originally Posted by RimaNaj2011 View Post

          Just to update I did close this. He came 30 minutes late so I was pretty aggravated and there was no way I couldn't walk away without a closed deal. He signed both contracts (SEO and web design). He said he would PayPal me the deposit and I let him know once I get that I would get started.

          12 hours later I didn't get the deposit but I'm stopping by the office tomorrow to drop off the copies of the contracts/invoices and some other thing so I'm going to put a note to remind him to send the payment ASAP.

          Very excited, this was my first offline deal! Thanks for all the help

          EDIT- He didn't bring anything about price up (that really would have bothered me) but seems like he really wants to be involved. Not sure if that is a good thing or a bad thing yet, but we'll see.
          That's a bad thing....you invoice him, in a traditional sense, and he won't pay it off fully for a long time. That's the nature of an invoice, it has terms, 30 days, 60 days or whatever.

          Did you protect against this in the contract?
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          • Profile picture of the author RimaNaj2011
            Originally Posted by MaxwellB View Post

            That's a bad thing....you invoice him, in a traditional sense, and he won't pay it off fully for a long time. That's the nature of an invoice, it has terms, 30 days, 60 days or whatever.

            Did you protect against this in the contract?
            I didn't put specific number of days in the invoice or in the contract.

            For the website, once I get paid the $500, I start. When it's done, he pays the rest (another $500). That's all in the contract. If he doesn't pay for any reason at the end, I would take down the site temporarily.

            I'm not even touching anything until I get paid the first half.

            Originally Posted by nasuryono View Post

            First rule to follow is: never show him that you need the money ASAP!

            Be diplomatic here, but be firm. I would close the deal when you meet again (in his office, etc.) but not in the car.
            Well I told him I don't start working until I get paid. It's not that I'm desperate for money, but I want to get started on this project as soon as possible.

            The contracts are all signed and he's agreed with everything. He didn't send the paypal money today but I'll remind him or his secretary tomorrow when I drop off copies of the contract/invoice.
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  • Profile picture of the author beeswarn
    The prospect here is a more experienced negotiator than the OP, and this is good insight above from an experienced professional salesman, Jason Kanigan.

    In this case, the prospect turned your presentation into a negotiation, which you weren't prepared for.

    Do not enter into any negotiation unless you are fully prepared to walk away from it when you can't get what you want.

    This guy is going to try to negotiate your price down further at your next meeting. He may forget his check book, like Jason says. I think he'll pretend to get an emergency phone call (he's a doctor, you know) and it will rattle you while you're trying to argue for your price.

    Both Jason and Michael Bucker gave you good sales techniques to counter this guy's tactics. Either follow him right back from the lunch table to the office for his check, or give an exact time (within two hours) to go get it. If he's bluffing you'll show that you can't be manipulated into lowering your price again. If he's not bluffing, you'll convince him to write the check today.

    Be serious and hold your price. This prospect is a chump, anyway. No serious physician, not even a back-cracker, would leave his practice in the middle of the day to see a potential vendor. Present your offer, ask for the order and send him back to get his check.
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  • Profile picture of the author Maria4fff
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  • Profile picture of the author nasuryono
    First rule to follow is: never show him that you need the money ASAP!

    Be diplomatic here, but be firm. I would close the deal when you meet again (in his office, etc.) but not in the car.
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  • Profile picture of the author Michael Bucker
    You are doing fine don't over worry about it. This is first of many.
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  • Profile picture of the author focusedlife
    For future and hopefully, helpful, reference:

    Make sure that the paypal invoice or whatever you send to him is a subscription based pay link so that you're not playing the payment collector chase game every month.

    I've been there....it sucks. I'm not ever going back.

    Also, find a way to make yourself indispensable.

    hope that was helpful.

    Regards,

    Los
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