The Point
- There is a defined discipline that works far better than trying to ‘wing’ a meeting with a prospective client.
The Problem
- There is more of an art to meetings then first meets the eye.
- In unskilled hands a meeting can at best be dull and at worst ruinous.
- A bad meeting can lead to loss of the client and loss of reputation.
Solution Checklist
- Partner is informed of the meeting.
- Partner does basic research and either calls or sends confirmatory email with proposed agenda.
- Prospective client might email back. Partner researches the points made.
- Meeting takes place;
- Small Talk for a SHORT PERIOD or show me round
- Partner leads discussion on the business with reference to the agenda
- May include a very short introduction to the practice
- Questions about the business / issue in detail
- Recap issues uncovered and required outcomes
- Discussion on solutions, all to be linked with a corresponding benefit
- Closure for deal / next action / next meeting
- Small talk before leaving or show me round
- Enter details onto marketing database
- Send a follow up email
Key Pointers
- Prepare; questions, answers to likely objections, interesting props and testimonials.
- Agenda; “shall we get down to business, I have a copy of the agenda, shall I kick off?”
- Your practice. Keep it short, explain where you fit in, use benefits rather than features.
- Explaining your services. Use their language, things they have said, and always mention benefits.
- Always find a legitimate next stage and something for them to do.
