Page 256 - Duct Tape Marketing

Turn Prospects into Clients and Clients into Partners with an Advanced Education System

What to expect from us next
How to contact us if you have a question
How to get the most from your new product/service
What we need from you to get started
What we agreed upon today
How we invoice for our work
A copy of our invoice

I believe that creating a series of documents like the ones suggested
above and having a systematic step that allows you to communicate
this information demonstrates a level of professionalism not always
displayed by small businesses. Nothing derails a client relationship
faster than failing to set and meet initial expectations.

Another very practical aspect of this approach is that it allows you
to gather up front the client details that you need to conduct business.
Many salespeople (business owners) are so thrilled that a prospect has
said yes, they want to run out the door before anyone can change their
minds—this is a mistake. Whether it is in your initial meeting or in a
“getting started” meeting, you need to be crystal clear about how you
will work, what you need to provide, what you have promised, and
what you expect from them as well.

Finally, you must get the money issue addressed very early. I know
that you probably agreed on a price for your product or service, but
that’s where many small business owners leave the discussion. I think
this is generally because most people are a little uncomfortable dis-
cussing money. Don’t make this mistake. At a minimum you should
have a discussion as part of your transaction phase that includes:

How you charge and invoice
How you expect to be paid
What you need to do to make sure your bills get paid (Do you

need a purchase order number?)

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