There are a few things you must do to prepare for your first face-to-face meeting:

  • Make a list of what you want to accomplish during the meeting;
  • Anticipate potential concerns from the client;
  • Check to ensure you are completely prepared;
  •  Listen more than you talk;
  •  Bring support staff with you;
  •  Use and respect the client’s format;
  •  Always follow through;
  •  Ask for what you need and seal the deal;
  •  Simplify your prospect’s life;
  •  Find ways to boost your credibility;
  •  Build and nurture relationships;
  •  Learn from “no”. Find out what didn’t work so you know how to change it going forward.

These are all important things to do both before and during your presentation. With confidence behind your company and product, you will catch that big fish. The next step of the process is negotiation. This can seem a little intimidating, but with a few tips and tricks, it will become natural to you.

Here are some tips to help you negotiate successfully:

  1. Build a pricing strategy and stick to it;
  2. Prioritize what you plan to offer. This should include what really matters to you
    and what you are 
    willing to give in on;
  3. Don’t give in too quickly;
  4. Negotiate with a person, not a “company”. Don’t allow their answer to be that
    they would like to, but can’t;
  5. Don’t sell yourself short;
  6. Mitigate your pricing. If you go too low you won’t be able to substantially increase
    prices and you need to make a profit;
  7. Don’t sacrifice quality for the deal;
  8. Your services should always count as costs;
  9. Boost margins with add-ons;
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