Tips for Creating a Successful First meeting with a new client!
If you are in sales, your income depends on how well you do this.
Make sales! And making sales starts with earning a conversation with the client and solving their problems.
Have you ever heard the phrase No Pain, No Gain? I am guessing that picking up the phone to make a cold call to a prospect may feel more painful? But you do it. You convince the prospect to meet with you; great job. Now the real work begins.
So I have a question for you? You are at the first meeting you worked so hard to get.
Are you prepared to ask thoughtful questions to help them?
The questions you ask at your first meeting will set the tone for how the client views you and your company?
Do you have a list of questions?
A great way to engage your team in your next sales meeting would be to have the group share what questions they are asking in that first meeting?
You can then break into small groups, or if you are working remotely, go into breakout rooms and discuss the most compelling questions your team should be asking that will help you gain vital information to help the client solve a problem.
Your team is prepared with questions to ask the new client at the initial meeting.
I want to share High Gain Questions that Caryn Kopp of Kopp Consulting recommends. Caryn’s company success focuses on asking High Gain Questions that I thought would be helpful to share with your team.
What is the best way to do this?
During your First Meeting
Tell me a little about your role and how you’re structured there.
What are the most important issues you want to be solved, or what do you wish was working better as it relates to __?
What have you already tried that hasn’t worked?
What has worked?
Tell me more about that.
If this is nirvana for you after the meeting, what is the process for us to work together?
Who needs to be involved, and what paperwork needs to be signed?
What do you wish you could get from your current vendor (or vendor you previously used) that you can’t get?
What kinds of __ needs do you have which are immediate versus those coming down the pike?
For opportunities uncovered:
Will you be making the decision, or will there be others involved?
If there are others involved in the decision, what is important to each of them in choosing a vendor?
If you receive multiple proposals and all things look equal, including price, how will you go about making a decision?
If you are receiving multiple proposals and the proposals look different to you, how will you go about making a decision?
When are you looking to begin the project, and when do you need it completed?
Let’s schedule a time on the calendar so I can walk you through the proposal and answer any questions you may have.
How’s next Thursday for you, 10 am?
What is your cell number (if you don’t have it) so I can text you a question as I put the proposal together.
Remember, everyone’s time matters, including yours. Make sure you are more prepared than your competitors by asking High Gain questions, so you have the opportunity to earn the business over them!
Learn more about Caryn Kopp and how her company is opening doors to decision-makers- http://www.koppconsultingusa.com
Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.
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