While it’s important to have business strategies for creating new leads and courting new clients, it won’t make an impact on your bottom line until you close the deal. When you’ve identified a potential client and piqued interest in your services, what you do next is critical.

First, CBS News recommended looking at closing a deal as a series of points rather than one ultimate decision. Instead of pushing for that final yes, come up with a series of goals, such as determining who the decision-maker is and getting an opportunity to make a pitch. Focusing only on closing the deal can make you seem too aggressive.

During this process, Entrepreneur magazine reported that it is important to negotiate from a place of strength, rather than a place of greed or need. Be confident in your product. When managers are too desperate to make a sale, they can slash the price too early, giving the potential client the upper hand. It’s much harder to raise prices later on, so don’t be afraid to ask for a fair deal.

Getting face time with a company’s decision-maker is a good step toward landing a sale.

It may seem gimmicky, but the Houston Chronicle reported that it doesn’t hurt to throw in something for free. An offer as small as 10 percent off their first ride or a free product may be just enough to sweeten the deal for potential clients who are hesitating before signing. Just make sure that you make it clear that the offer is only good if they sign that same day.

And don’t forget the finishing touches: a confident smile and firm handshake. If you seem at ease, your potential clients will be as well.

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