Most of us spend a good percentage of our business day in meetings. Some are good and some are bad but client meetings should always rock. Each and every sales meeting with a client should be productive (moving the sales cycle forward) and reinforce the client’s choice to do business or consider doing more business with you (differentiation).
A solid foundation will ensure you accomplish your first goal: moving the sales cycle forward. A firm foundation includes a clear agenda built after you’ve internalized the desired outcome of the meeting and the next steps that should be taken. In other words, back into your agenda. Many times sales people skip an agenda for client meetings. A well thought through agenda is the map to ensure that all objectives, both yours and the clients are met.
Next, determine the open-ended questions that you would like to ask to progress the sales cycle. Where do they fit within the agenda? Write your questions down as part of your personal notes so you can reference easily during the meeting. All of this preparation will enable you to listen carefully and actively during the conference. Lastly, take notes and summarize action items and next steps at the meetings conclusion.
Now for the fun part. The second goal for all client meetings should be to differentiate both you and your company. Why are you different/better than the other options that the client has available? Companies always strive to differentiate themselves through superior products and services but many times it’s the personal attention to detail that sets someone apart. Do you have a strategy to thrill your customer for each get-together? Here are a few ideas to help you get started:
- Bring an idea for cost savings
- Supply a helpful analysis, report or case study
- Deliver an invitation for an upcoming event which might be of interest
- Offer to introduce your client to another client to help them network
- Share an idea to make their job easier
There are hundreds of proven and successful tips that will add value and delight your customers. Be creative and commit to client meetings that rock each and every time.
Client meetings that ‘Rock’ mean ‘Ringing the bell’ more frequently with TOP Line Account™ wins.
The TOP Line Account™ Sales Success Model
Common close ratio: 25%
Add pre-call planning: +20%
Add account strategy work: +20%
Add Win Themes™: +10%
Add competitive blocking: +10%
NEW CLOSE RATIO: 85%
The Perfect Book to Engage Executive Sponsors:
Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships includes proven strategies to ensure sellers develop long lasting executive access.
The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings.
Pipeliner CRM empowers salespeople for powerful customer meetings. Get your free trial of Pipeliner CRM now.