Getting a sales meeting is not easy. So as not to reduce your efforts to nothing, it is therefore essential to prepare it well and thus have the Panama Email List prospect into customers. How to prepare well for your next sales meeting? Here are 5 essential actions. In 10 years of experience, I had the opportunity to make commercial meetings. Some good ones and a lot of less good ones, you know the kind. Be that as it may, whether it leads to business potential or not, a commercial appointment is always more difficult to obtain and it is therefore essential not to make a hole if you want to achieve your goals.
By taking a step back on these ten years, I can identify some good practices that are crucial for a successful business meeting. I count 5, that here. When you move from a few metro stations or several hundred kilometers, you should never assume the address of the place of your business meeting. Although it is easy to access this information online, it may not be accurate. Worse, and I speak knowingly, the physical address in an email address signature can also be wrong. Even though the error can be shared, the fault will still be on you if you are not in the right place at the right time. A good practice is therefore to always have the physical address of the meeting validated by your prospect. The same goes for videoconferences.
Make a list of topics to cover and answers to get
It is not uncommon for your customers, prospects, and partners to have many tools: GoogleMeet, Zoom, Whereby, Skype, etc. Remember to validate and share by email which tool will be used for your meeting. This can prevent great moments. Simple equation: should you make the same meeting 4 times with 4 different people or do a single meeting with these same 4 people? If you want to waste time, you can choose the first option. By knowing the sales force well, I can assure you that the vast majority will prefer to be efficient. And therefore choose to make the meeting with 4 people. This is a constant that we find with our prospects and customers: the average of participants in a decision has increased to reach 6 people on average.
As soon as a sales meeting is set up, consider integrating other profiles into your meeting. Your prospect doesn’t know who to invite? Do not hesitate to base yourself on the experience of your previous business by indicating to your interlocutor who should be present. By activating this simple principle, you make sure that you are quickly put in touch with the right people and you will thus reduce the duration of your sales cycle. Do your research on the company and the participants. If you have the idea that all sales meetings are alike, you are on the wrong track. A salesperson who does not prepare well for his meeting is a salesperson who will screw up his meeting.
Involve other participants from the start
Not only must you be an expert in your own field, but you must show an excellent level of knowledge of your prospect’s business. First, take a quick tour of social media accounts, the YouTube channel, and the company’s website. You will thus have a first idea of the products, services, and lines of communication of your prospect. Then as you have activated the advice of point 2, you know who is present during your meeting. Then consult the LinkedIn profiles, note the titles, the missions of each one, and explore the common contacts, as well as all the interactions which could be useful to you for your meeting. Bring added value from your first trade. We will assume that the people present during your meeting will discuss with other interlocutors during their working day.
And when they get home, one of the questions that pop up like a chestnut tree is: “ How was your day? The worst answer for you would be: “ Yeh… as usual. Nothing to report in particular. No matter what industry you are in or what products you sell, you need to leave something to remember for your prospects. Something that marks them and makes them remember you during your next exchanges. I’m not necessarily thinking of goodies or samples, but rather of information or advice that brings added value immediately. A very concrete example comes to me. I had taken a tour of a prospect’s website shortly before our meeting and noticed that their site was not secure. During our meeting, I told him why this is important and made him follow the steps to set up the SSL certificate.