Do you have your first meeting with a new customer? Do not underestimate the importance of this meeting, it can be worth a lot to you. The more time you spend preparing for the meeting, the higher the chances of success. Get inspired by these tips published by Inc.com.
1) Find out information about the company
Before you go to a meeting with a new client, find out what is publicly known about the company. Visit the website and look at:
-Press releases. You should be interested in information which may create a need for your product such as a merger, new product lines and facilities, or executive departures.
-Case studies. You will find out how the company deals with the problems of its own customers.
- Job openings. You can learn what the company needs help with, where it plans to expand or invest money.
2) Know the buyer well
Do you think that just by meeting a customer in an informal setting that you know him or her? You are mistaken. He or she can behave quite differently in the office. Therefore, examine their LinkedIn profile before the meeting. If possible, do the same with his or her biography. Knowing the history of the customer's decisions will help facilitate business dealings.
3) Prepare the conversation topics
Your targets during the first meeting are to
- Find out whether the customer really needs your product
- Find out whether the customer has enough funds to invest into your offer and whether (s)he is willing to spend.
If those are both true, set the next steps that will move the selling process forward.
Potentials have these targets:
- Find out whether you are the person they want to cooperate with.
- Find out whether what you sell is suitable for them.
If the both work, you can move forward again.
If all these points are met, the business meeting will be probably successful. To meet these goals, your initial meeting needs to be meaningful and substantive. Prepare what you are going to talk about with the client.
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