If you don’t close deals, you don’t have a business. It does not matter how great your business, expertise or product is; if you can’t sell it, it doesn’t matter. When prospects come to you, how do you close deals? You have to give the prospect what they want and guide them to a solution.
When a company comes to you with a business objective and vision, they want support and collaboration to grow their business ideas. There is a logical progression of thought which a potential client needs to go through before making a decision. It’s your responsibility to find out where they are and match their mental stride in order to form a practical solution for them.
What is a sales process and why do I need one?
Having a process for your sales is like having an outline for an essay. It gives you the chance to have an introduction, a goal for your conversation and a conclusion that will leave you with a clear idea of what needs to happen next.
Even if only limited to three steps, having a sales process in mind when interacting with a potential client will allow for clearer communication. With a defined approach, your conversation will be more conscientious and less of a ramble. Any potential client will appreciate this straightforward approach.
Read more to learn about IT Hands’ 3-step sales process and use it to close deals.
3 Step Sales Process
As the developer, it’s important to first understand a company’s goals. This is where you start. Then define a solution. After, and only after these two steps, can you settle the price. Problem, solution, price. This is a simple, yet effective method to process with a client.
1. Understand the Problem
First, put yourself in the customer’s shoes. What problem are they facing? Review, understand and think through their business objectives and vision as a company. Solving a problem requires a deep level of understanding of the following:
- Current situation – What are their needs as a business? Do they have any questions to educate themselves before making a decision?
- History of any related events – What experience have they had as a business with building a website or mobile app? Has it been positive or negative?
- Future vision – What end result do they want out of this project? Do they have clearly-defined goals or do they want you to help form the vision?
2. Provide the Solution
Once the problem is clearly defined (be sure you have accurate information) the next step is to consider possible solutions. Before you lay out the solutions, revisit what you understand to be the customer’s vision and objectives. That way, you are both on the same page. Then you can add your suggestions with the confidence that you clearly understand their vision.
Be careful when presenting your suggestions. In scenarios where the customer has lots of business ideas and a foggy vision, it’s your responsibility to clearly define their objectives. Don’t insert your opinion. Sometimes by simply stating what you heard them say, will help them process and form conclusions on their own. Be sure you never interject your ideas into a business plan that has already been thought out.
Offer the support each client needs to form a solid business plan. A good business plan will have the following:
- Clearly defined goals and objectives
- Vision that aligns with the goals
- Well-defined roadmap to execute
- Success criteria
3. Determine a Price
Once the problem has been identified, understood and communicated well, it means that you now understand the customer’s business objectives and vision. You have asked key questions to determine specifics. You have presented the solution to the point person for the business. They have decided at this point that your solution is a good one, or they will consider something else.
Here is where you offer a price. Be transparent about the cost. Hidden fees will drive away clients. If there’s a chance of any price increase during a project, always be forthright with where that could occur. This will ultimately build a foundation of trust and start off your relationship well, whether or not the client accepts your proposal.
See more details about our process in a co-worker’s blog.
Contact us with any questions you have in creating a proven sales process to close deals.
IT Hands is a globally-dispersed company, providing quality, custom web development services for over a decade to web companies and ad agencies. We are an agile web development company taking advantage of a globally dispersed team to deliver excellent results. Over 350 clients have been thrilled by the consultation, competency, increased capacity and cost effectiveness that IT Hands brings to every project.