In any business, negotiation skills make the difference between success and failure. If you are a solo entrepreneur or small business owner, one of the hats you’ll you need to wear is that of a master negotiator as it is the gateway to securing new clients.
Most small business owners, although they are very good at what they do, as consultants, coaches, web designs, copywriters, etc., were never formally trained in negotiating. Learning as you go is the hard way and may result in losing contracts and clients along the way.

What are the keys to successful negotiation?

1. Know exactly how to sell your business in a simple easy way so people will understand the benefits of working with you instead of your competitors.

2. Listen to your prospective clients to find THE solution to their challenge then convince them of how you can be that resolve.

As in successful networking, you need an effective 30 seconds commercial or elevator pitch to introduce yourself and your business and ask the right questions when negotiating. Most importantly, your need to listen to their answers in order to know how you can be the solution they need. Keep in mind that the only thing they’re interested in is “What’s in it for me?”.

Once you’re the answer to their number one concern you get their attention and are on your way to closing the sale. Your mission is to learn quality information that can be used to build a positive relationship with your clients in order to sell them the best offer. People are more willing to work with people they know, like and trust, therefore building relationships is a very important part of the negotiation process. It will also justify your rates even if you are more expensive than your competitors because once they’re assured that your expertise will save them time and money, price will not be an issue.
Negotiating skills are synonymous with networking and communication skills. The better you communicate the better you negotiate and the more clients you will attract to your business.

To learn more tips like this one about how to maximize YOUR negotiating, networking and
communication skills, visit www.biba4network.com and sign-up for my free mini e-course. “15 Ways to Maximize Your Networking Results”.

(c) 2008 Biba F. Pédron