How To Wow Your Prospects With Numbers, And Other Great Ideas
In this conference call, consultants from around the world discuss the many ways they’re growing their businesses and closing more deals.
Richard Emmons starts the conference off by sharing how he combined Dave Flannery’s cost reduction step with Ed the taxman’s tax presentation to close a nice deal (and save his client a significant amount of money without really doing anything).
And Mark talks about how he plugs a company’s numbers into his spreadsheet calculator to demonstrate not only why they should hire him but also how the HMA steps are laid out. And Paul talks about how he shows prospects proposals that outline growth and explain projected results—to make closing the deal a “no-brainer.”
Key Concepts
• A good description of the typical HMA client—what industries respond well to the HMA system, how much money they usually bring in and how long they’ve generally been in business
• Why you may not want to make “pure contingency” deals anymore
• A simple and surefire way to get perfect testimonials every time
• Ideas for getting free media exposure
• When and how to address a company’s web presence during an opportunity analysis
• Fresh ideas for finding new clients
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