3. THE ART OF CLOSING THE DEAL
FOR THE WIN
Women Entrepreneurs Symposium
November 4, 2014

4. Company Founder – Jean
Kristensen, President
• Certified Minority &
Woman Owned Business
• Trainer, Coach &
Consultant for MWBE
• Creator of MWBESuccess
• Certified Holistic Health
Coach
• Board Certified AADP
• Successfully grew from
start-up to over 500
employees.
• Acquisition of over 20
Million in government
contracts in 2013
• 2013 Coached Over 160
MWBEs

5. The Art of Closing the Deal
Overview of proven strategies and techniques
designed to increase revenue by helping you
close more deals and win more contracts.

6. TOPICS COVERED
• The Know, Like and Trust Factor
• Identifying Your Target Audience
• Prequalify Leads
• Closing the Deal
• Bonus Tips
• Summary & Conclusion

7. KNOW, LIKE AND TRUST FACTOR
Statistics tell us that clients want to buy from
people that they know, like and trust. It’s your
job to build relationships and reinforce the
know, like and trust factor.

8. KNOW, LIKE AND TRUST FACTOR
The Know Factor:
• Consistent thoughtful communication
• Educating buyers about solutions
• Social Media
• Attending Events
• Referrals
• Networking
• Speaking
.

9. KNOW, LIKE AND TRUST FACTOR
The Like Factor:
• Mindful and Aware
• Good Listener
• Considerate
• Positive Attitude
• Successful
• Healthy & Well

10. KNOW, LIKE AND TRUST FACTOR
The Trust Factor
• Impeccable with Your Word
• On Time
• Consistent
• Honest
• Follows Up
• Knows when to say NO

11. IDENTIFYING YOUR TARGET AUDIENCE
• Many of us spend too much time talking to
people who are never going to buy from us.
– This destroys confidence
– Wastes time
– Makes it difficult to focus on those that really
want to buy from us.

12. IDENTIFY YOUR TARGET AUDIENCE
What Keeps Your Clients Up At Night?
– Learn to listen deeply and focus on what the client
is telling you.
– Ask open ended questions about client wants and
needs.
– What has worked well in the past?
– Likes/Dislikes?
– Be clear on desired results.

13. IDENTIFYING YOUR TARGET AUDIENCE
The best way to increase your close rate is to
focus on your ideal clients:
• Who are they?
• Where are they?
• What are their issues and problems?
• How can you help?
• What makes you different?

14. IDENTIFYING YOUR TARGET AUDIENCE
What is your capacity?
• Regional, National, Global
• Size – what is an ideal project
– In terms of revenue
– Complexity
– Core Competencies

15. IDENTIFYING YOUR TARGET AUDIENCE
What solutions do you bring to your clients?
• Statistics indicate that clients are more likely
to buy if you can solve problem and help them
to:
– Make Money
– Save Money
– Save Time
– Help Avoid Effort

16. IDENTIFYING YOUR TARGET AUDIENCE
Create Your Ideal Client Profile
Who Are they:
Where Are They:
What Do You Do for them:
Best Project Size:

17. IDENTIFYING YOUR TARGET AUDIENCE
Once you have identified your target audience
focus on serving them and avoid spreading
yourself too thin. Consider options for other
prospects:
• Referrals
• Strategic Alliances
• Trade Associations

18. INDENTIFY YOUR TARGET AUDIENCE
Educate Your Client – Do Not Try and “Sell”
• What problem do you solve?
• What results can you deliver?
• How
– Newsletter
– Blog
– Social Media
– White Paper/Articles

19. PREQUALIFY LEADS
• Never go on an appointment unless lead has been
prequalified.
• Schedule telephone interview with all prospects.
• Send prospects information prior to the call.
• Create a methodology for prequalifying leads that
matches up with your ideal client profile;
– Survey
– Interview
– Questionnaire

20. PREQUALIFY LEADS
Assess client’s ability to purchase from you.
• Create a methodology for prequalifying leads that
matches up with your ideal client profile;
– Survey
– Interview
– Questionnaire

21. PREQUALIFY LEADS
Assess client’s ability to purchase from you.
• Do they have money?
• Do they have time?
• Do they have the resources to commit?
• Are they a good fit?
(this can all be done through a survey or
questionnaire)

22. CLOSING THE DEAL
Pay attention to client behavior during the
prequalification process:
• Make sure they review your information in
advance.
• Are they keeping their commitments?
• Are they ready?

23. CLOSING THE DEAL
Consider providing different options to meet
varying client needs:
• Multiple price points
• Varying delivery options
• Different programs/packages and options

24. CLOSING THE DEAL
If client closes the deal:
• Congratulate them
• Send Welcome Package
• Under promise and over deliver
• Wow them, surprise them, make them feel
special

25. CLOSING THE DEAL
• Get comfortable talking about pricing
• Simple, clear, solutions
• Options for clients to pay
– Credit cards
– Checks
– Payment Plans

26. CLOSING THE DEAL
• If client does not sign up, have strategy for
staying in touch and follow-up.
– Ask gentle questions about objections (time,
money, etc.)
– Ask for permission to schedule a check in call and
schedule the appointment.
– Follow up
– Be nice

27. BONUS TIPS
Closing the deal is a skill, and to that end it is
critical that you:
• Take care of yourself
• Manage Your Time
• Invest in Yourself

28. SUMMARY & CONCLUSION
• The Know, Like and Trust Factor
• Identify Your Target Audience
• Pre Qualify Leads
• Closing the Deal

29. CONTACT INFORMATION
Jean Kristensen
President & CEO
Jean Kristensen Associates, LLC
4801 Woodway Drive
Suite 300 East
Houston, TX 77056
T: 713-570-6045
Email: jean@jeankristensenassociates.com
www.jeankristensenassociates.com