People approach acquisitions entrepreneurs to solve their problems. Leads need confidence that the entrepreneur knows the answer. Displaying anything less than certainty will repel lucrative leads. Once prospects believe in your strategies, follow through on them to the point of over delivering.
Following a proven script helps. Before any conversation begins with a lead, have a clear strategy to show them. Early in your acquisition career, you may not know the best strategy. It is acceptable to need more knowledge, but it is not acceptable to show a client that you are not knowledgeable.
When you need more knowledge, you need to learn. Go to Google. Speak to a trusted colleague. Read books. Take actions so that you can speak to your leads with certainty and show them that you are diligent enough to make a clear plan.
One huge part of follow-through is giving the lead what they actually want. The client determines success. Reaching personal goals at the expense of the client’s goals is not a successful transaction. That client will not go out and sing your praises, and that client will not want to work with you again.
If a client needs to walk away from their business with $1 million, make it your life’s mission to help them earn that $1 million. The client needs to get what they want, or they will not look upon the transaction with favor. It is also important to ask what they want because you can determine if you can give them that. If you know you cannot deliver their greatest desire, be authentic about your limitations.
Years of experience and dozens of closed deals are not prerequisites for being a successful acquisitions entrepreneur. However, entrepreneurs do need authenticity, great scripts, willingness to learn, clear strategies, and a knack for listening to what the client wants.