We've all had those meetings where we conclude with the best intentions of 'doing something together'. When selling the important thing is to manage the meeting and the agenda without being over pushy. After the introductions, just a few minutes on the weather and the traffic is enough and that its best to get to the business as soon as possible. This shows respect for the potential client's timetable and is more professional. It is really important to get the client tp talk about their business, issues and needs as soon as possible. There is a real danger that if you put all your wares on the table first that the client may say 'I don't really need any of that!' You can't simply say 'Oh, I've got some more out the back!'It's good to suggest an agenda at the beginning and say something like 'it would be really useful to get a better understanding of your business and the sort of thing(s) you are looking to do.' Take notes and highlight any areas where there might be opportunities, so that you can come back on these. Remember that you are trying to demonstrate your ability to deliver. It's good if you can then start to offer some advice, consider different options, signpost the client to other services and contacts (that don't conflict with your services) and generally show that you REALLY are trying to help.
Finish with an agreed action that will take you to the next stage.
Photo courtesy of http://www.freefoto.com
No comments:
Post a Comment