$2.49 To Nail Down Your Next Big Deal
by Paul Montelongo
How would you like to invest $2.49 to land your next big deal? Assuming that your answer is yes, I am going to reveal one of the simplest strategies you will ever discover to give yourself the advantage when making your next presentation.
If you knew that $2.49 would give you the edge with your prospective client, would you rush out to Office Max or Staples and lay down your hard earned $2.49?
How many times have you spent long hours preparing your presentation for your prospect only to get the cold shoulder? Or have you found that your prospect's level of seriousness was not what you initially thought it was?
A simple solution is to run, walk, drive, ride your horse or crawl into your nearest Office Max, Office Depot or Staples and buy a rubber stamp with bright red letters marked DRAFT COPY.
That's right, a DRAFT COPY rubber stamp is your next success tool. Stamp DRAFT COPY on every preliminary proposal you submit from now on. If you are like me, you are dealing with clients who are spending tens and hundreds of thousands of dollars. They want to take time to discuss the details and make an educated decision. They want to change their mind and revise the specifications until they feel like the specs are perfect.
Since this is the case, why waste your energy on presenting a final draft of your specifications or proposal when you know darn well that it is not going to be the final draft?
Think of the psychology of stamping DRAFT COPY. It tells your prospect several things. It tells them that their proposal is a work in progress and that you are committed to the process. It tells them that they can still change their mind to get the project right. It allows you the chance to get to know your prospect better before you get to the final negotiations.
It allows you to change your specifications to more favorably suit your project management scheme. It allows you room to expand on the details of the specifications in order to customize the specs to your customers decision making style.
DRAFT COPY says to your prospect, "How serious are you about this project?" If they are just window-shopping, they will want to get to the final price in a hurry. If they are serious, they will want to work out the details in an orderly, structured fashion before rushing into a final bid price.
Most of all, it subconsciously tells your prospect that you are willing to work with them throughout the entire bid process. It tells the prospective client that they can enter negotiations with you and have some hope that you will work out a deal with them.
Everyone likes to feel as though they have made a good deal when they make a major purchase. Stamping DRAFT COPY at the top of your proposal tells your prospect that you are willing to help them feel like they are going to get a good deal.
A rubber stamp with DRAFT COPY is a valuable tool to get more business. Get one today and try it.
This is strategy #80 in my book 101 Power Strategies; Tools to Promote Yourself as the Contractor of Choice. The other 100 strategies are equally as valuable to help you increase your sales and take your business to the next level.
Give yourself every advantage when selling to your prospective customer. Often times, the simplest strategy can yield the greatest results. Stamping ROUGH DRAFT on your proposals will set you up for sales success.
Until next time, take great care.
Paul Montelongo is the author of 101 Power Strategies; Tools to Promote Yourself as the Contractor of Choice. Paul is a nationally recognized speaker and consultant to the construction industry. Register for a free E-mail newsletter to receive tips, strategies and concepts to help you grow your business and increase your profits. Paul has owned and operated his own multi-million dollar construction company for over 23 years.
| 
