When you are selling or pitching your services it is important that you stand out as relevant and real as a professional in your industry. One of the ways that you can do that is by offering the client or prospect a timeline or timetable of actions to be taken. It will show how you will take them forward.
A timetable process is a tool of presentation and will help the client when it comes to the final agreement. It is easy for the client to see what is about to happen and why. It helps them make a decision.
Here are some tips to help you with this process:
- Get a graphing package that allows you to create and use GANTT charts. They are timed based methods of display.
- Whilst you can have a graph for each product or service offering, create a personal graph for the client that you are working with.
- The beginning of the display graph should be where the client is today, and the end of the process is the ideal position of where they want to be.
- If you have a complex product or service then you may need quite a few stages in the graphing process. In the most complex of situations you can use a ‘PERT’ graph to comprehensively display the stages to the transaction or order. In that situation, the PERT graph is used before you use the GANTT chart.
- If you want to see examples of PERT graphing you can get a good set of examples from the internet or in a professional graphing software package.
If you have any challenges of supply and lead times to the end result for the client, then you will need to handle that in the graphing timeline. If you are getting goods and services from your overseas suppliers the same rules apply. Understand the time factors and feed them into your presentational material.