Jon Buchan – Closing with Charm

Description

Jon Buchan – Closing with Charm

If you can reliably open AND close deals, you’re always going to make money. This ebook will take you through a process anyone can follow, step by step, to turn your prospects into paying clients.

You’ll learn all the little tactics I used to charm my way into closed deals.

​I learned to sell face-to-face at my first agency job in London in 2006. My very first week of my first ever agency job, I had to pitch. We won it! I think it was around £8k in initial project fees and a £3k retainer.

Since then I’ve closed deals worth £millions.

I’ve done thousands of sales calls and meetings in my time, both while working for digital marketing agencies in London and then running my own agency. And as a freelance marketing consultant and copywriter. I’ve even been on the other side of the table, albeit briefly.

This combined experience gives me a unique, comprehensive perspective on sales pitches that work.

GOOD NEWS: You don’t have to be FUNNY ALL THE DAMN time. I don’t try to do that. ​You need to demonstrate knowledge and passion. This ebook will take you through exactly what I used to do when I really wanted to win a deal.

MORE GOOD NEWS:  Neither do you have to become some macho ‘hardcore closer’ type, either! That’s the complete opposite of my style.

I will show you how to:

• Turn prospects into paying clients – I lay out my exact process, step-by-step
• Use your nerves as an ethical persuasive weapon
• Sound like you’re excited and eager rather than desperate and in a hurry (even if you are!)
• Talk about your proposed campaign in a way that signals unity between you and the prospect’s company
• Ask the right questions – prospects love to talk about themselves – let them. Use these questions to extract the information you need to put together an ideal pitch. Remember: If the client is talking, you can’t say anything stupid.
• Respond to common questions from prospects about price, timeframes, your experience, your results, and methodologies.Price your services in a way that’s profitable for you and offers value to the prospect.
• Make being a freelancer or smaller agency a selling point over your bigger competition
• Reschedule cancelled calls in a way that makes prospects smile and respond, rather than prevaricate endlessly
• ​”Level with” your prospects in a way your competition might not, making you appear more trustworthy, and thus more likely to close a deal
• Benefit from “The Pratfall Effect” – and what it says about being ‘too perfect’ and how it can harm your chances
• Follow up once you’ve sent a costed proposal, without sounding like a nagging pestering maniac.
• Prepare for your call, without making too many assumptions that can actually harm your chances of winning a deal
• “Stack your wins” and use the words of others to persuade your prospects that they should award you the deal
• Send an email to the client to begin a project once you’ve been informed you’ve got the work
• Use Dr. Robert Cialdini’s “6 Principles of Persuasion” to close more deals.
• Differentiate your offering without bad-mouthing the competition.
• Make your pitch memorable ​- so those you pitch to can easily parrot it to their colleagues and superiors.
• Price your work using a clever little trick so that prospects can’t get away with paying you too little for too much work.

Why Should You Listen To Me?

I’ve done thousands of pitches in my time. As part of 3 different agencies, when running my own agency, and as a freelance marketing consultant & copywriter.
• I’ve been on the client side, when I worked at LOVEFiLM, and had agencies pitch me. As Charm Offensive has grown over the last 2 years, I’ve been on the receiving end of a large number of pitches. I’ve been on both sides of the table.
• I’m not some slick salesman. I’m not a slick anything. Yet I’ve been able to win deals with businesses of all sizes – the world’s largest brands, exciting start-ups, and regular ol’ mom and pops.

Digital Download Jon Buchan – Closing with Charm at coursegb.com Now!

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