What Innovative Ways Have You Closed a Deal?
In the world of sales, standing out often means the difference between closing a deal and losing an opportunity. What innovative strategies are elite professionals like Founders and CEOs using to secure agreements that initially seemed unattainable? This article gathers insights from top industry leaders, starting with creating a personalized experience and concluding with suggesting a revenue-sharing agreement. Discover these six expert tips that could redefine your approach to sales.
- Create a Personalized Experience
- Use Visualization and Personalization
- Propose a Pilot Program
- Offer a Customized Trial Period
- Provide a Limited-Time Pilot
- Suggest a Revenue-Sharing Agreement
Create a Personalized Experience
Closing deals in the floral industry can sometimes feel challenging, especially when dealing with larger clients like event planners or corporate accounts. First, one innovative approach I used involved creating a personalized experience for a potential corporate client who was hesitant about committing to regular flower deliveries. Instead of just sending them a standard proposal, I offered to create a custom floral arrangement tailored specifically for their office space as a complimentary sample.
Second, during our initial meeting, I took the time to understand their brand identity and preferences. After gathering this information, I designed an arrangement that reflected their company colors and values. When I delivered the arrangement personally, it not only showcased my skills, but also demonstrated my commitment to meeting their needs. This thoughtful gesture made them feel valued and gave them a tangible sense of what they could expect from my services.
Third, after receiving positive feedback on the sample arrangement, we discussed how regular deliveries could enhance their office environment further. By focusing on building trust and providing value upfront, I was able to close the deal and secure a long-term contract with them for weekly flower deliveries. This experience taught me that sometimes going above and beyond with personalized service can turn what seems like an unreachable deal into a successful partnership.
Use Visualization and Personalization
When it comes to closing a sales deal, there is no one way to go about it. If you truly understand a client's pain points and provide clear solutions that demonstrate real value, even deals that seem unlikely can be turned around. This approach has consistently helped my team re-engage clients over the sales journey.
One of our clients was on the fence about how our solutions could specifically address their needs. My team could feel their interest slipping away. To recapture their attention, I decided to create a mock project with a storyboard—customized based on the pain points they had shared with us. I believe that unless our clients can visualize what they're buying, they won't have the conviction to buy it. The storyboard helped me communicate an approximation of what we'd build and to what scale they could use it. Keeping the decision-makers part of this process was very helpful too because you're connecting with them deeper to build something that is going to solve their issues. That brings an added level of trust that you're working to their consideration and not templatizing their solution.
Once they were able to interact with it firsthand, it brought clarity to the bigger picture, and the conversation shifted. What initially seemed like a lost opportunity became a closed deal, thanks to the power of visualization and personalization.
Propose a Pilot Program
To close a deal that initially seemed out of reach, I proposed a pilot program where the client could test our services with minimal commitment. This allowed them to see the immediate benefits of our solutions without a long-term contract. The success of the pilot built confidence, and they eventually signed a full agreement, turning a hesitant lead into a loyal client.
Offer a Customized Trial Period
At 3ERP, we closed a deal that initially seemed out of reach by offering a customized solution with a trial period. The client was hesitant due to concerns about fit and cost, so we proposed a short-term project to prove the value of our service. This approach allowed them to see the results firsthand, which built trust and ultimately led to a long-term contract.
Provide a Limited-Time Pilot
One innovative way I closed a challenging deal at ACCURL was by offering a limited-time pilot program. The client was hesitant about committing due to concerns about integrating our equipment into their existing setup. We proposed a short-term trial, during which we provided full support to ensure seamless integration and performance. This approach allowed the client to see the benefits firsthand without a long-term commitment, which built their confidence in our solution. As a result, they proceeded with a full purchase after the successful trial.
Suggest a Revenue-Sharing Agreement
At Pheasant Energy, we closed a deal that initially seemed out of reach by offering a creative partnership structure. Instead of a standard acquisition, we proposed a revenue-sharing agreement, allowing the mineral-rights owner to retain partial interest while benefiting from our operational expertise. This innovative approach addressed the owner's concerns and aligned our interests, leading to a successful close and establishing a long-term partnership.
