Peter Winick, founder of Thought Leadership Leverage, shares three ways to close more deals: make yourself easy to work with through fast communication, create urgency around your content so prospects prioritize it, and find who actually controls the budget before you pitch.
This is Peter Winick. I'm the founder and CEO of Thought Leadership Leverage, and I want to talk to you today about 3 things that you can do to help win more business as a thought leader. The first one might seem pretty obvious, but it doesn't happen often enough, and that's be easy to work with. And what I mean by easy to work with is think about your business processes. Think about how your clients, your prospects interact with you at every touchpoint. How quickly do you respond to their emails? How does the phone get picked up in the office? How responsive to their various needs is your organization? Be easy to work with. It's not that hard to do and it makes a huge difference. Second thing you need to be thinking about is creating a sense of urgency. Oftentimes your content is mind-blowing to them. It could be life-altering to them. It could change their business in ways that they never imagined. However, you haven't created a sense of urgency. You haven't made them give up something that they've already planned to do in order to work with you. So you got to create that sense of urgency, create the sense of if they can put you to the front of the list, if they can embrace your work and your content today, there is an absolute benefit to them that is greater than the things that they had planned for before you came into their lives. And then the last thing is who owns it? What do I mean by that? Oftentimes you spend more time than you need to convincing the wrong person that you're the right fit. You have to understand who owns the decision, who owns the budget, and who is going to be the one that is actually going to greenlight the work with you to be moving forward into that organization. If you don't find that out, you can be doing all the right things and still come out with an outcome that is less than optimal. So again, be easy to work with, create that sense of urgency, and understand who owns the decision-making process in the client organization. Thank you.
