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comes from my experience
so comes with a health warning
1. getting a meeting (networking)
★ Clearly articulate (to yourself) the proﬁle of the people you need to meet - their job title, their role in an
★ If you are targeting speciﬁc people / organisations go online and on LinkedIn. Is there someone who can
give you an introduction? If not, then who is in that direction?
★ Introductions are key. They are also karma: give them away and you will get them back. Be generous - it
★ If you are targeting lots of people then ask yourself where those people go: online and IRL (online
communities, meet up groups)
★ Go to those places just join the conversation. When networking just walk up to people and stick out your
hand (might sound obvious).
★ Drink but don’t get drunk when networking.
★ When actually scheduling a meeting, send a calendar invite putting time straight into people’s diary’s.
Then send an email saying you have done this. 90% of time you get straight acceptance, saves a bunch of
time. I do this so often I have a Streak shortcut.
2. getting a deal (sales)
★ Selling to businesses you either help them save money or make money. It is preferable to
help them make money.
★ There are two ways of then helping the organisation actually buy from you:
★ Identify a budget that is being spent elsewhere and claim it as your own. Rather than
having to ﬁnd new budget customer just redirects existing budget.
★ Insert your product into the customer acquisition process. It then just becomes a
formula. More money spent with you = more customers for them.
★ Avoid: workings with big SIs (Accenture, CapGemini etc). They will talk forever and they
always think they can build it themselves. Hard sell and ultimately fruitless.
★ Also joint ventures with prospective customers never happen just get them to pay for the
product. You may encounter them because your product allows the customer to do
something genuinely new.
★ Be conﬁdent when it comes to payment terms. Ask for a ton and come down, ask for all
cash up front, or half now half on delivery. Get creative and avoid positional bargaining
(e.g. don’t get ﬁxated on the price - there are other terms). When pricing remember that
you are selling value to the customer not cost to you.
3. getting a contract (negotiating)
★ Not got any contracts? Then get online and search for examples, reword as necessary.
Some of my earliest contracts came courtesy of Microsoft, Salesforce, Apple, Oracle,
Adobe. So thank you!
★ Everyone wants to sign on their own paperwork including you. So get your paperwork
★ Avoid redlines. Put a master agreement online as a PDF and issue an order form, the order
form references the online master agreement. It supports single-call-resolution for you
or your sales guys. If you send a Word document you WILL get changes back.
★ If you get into negotiating on a redline ﬁght EVERYTHING on the ﬁrst draft including
things that you don’t really care about. You can then gift back the ones that you don’t
care about later. By the time you are at this stage, the fundamentals of the deal have
already been agreed - legal need to show that they have won their pound of ﬂesh. So they
don't care but some of those clauses (e.g. IP) are critical to you.
★ When negotiating clauses if something seems unfair then insist on symmetry. Drives out
things that are clearly unfair. “ I’ll let you F me in the A, but only if you’re also willing.”
★ Keep the momentum of the deal going.
4. getting an upgrade (upgrade)
★ Build rapport as quickly as possible: plans after work, plans for
weekend, children etc - get a proper conversation going quickly.
★ Use their ﬁrst name (classic)
★ LTL - latency to laugh (or at least smile). You have 60 seconds.
★ Enjoy it. It is natural to be sincerely interested in others.
★ Once you have built a good relationship with them…
★ Killer question - “is it a good room / seat / car etc?”
★ Visit our website http://import.io
★ Watch a presentation of these slides