As a sales leader, you know that the first meeting with a potential client sets the tone for the rest of your business relationship. If you want to make sure that you get off on the right foot, follow these five tips for pre-meeting success.
1. Ask the Prospect Questions Before the Call
Before you get on the sales call, take some time to get to know them a bit better. You can do this via email, video chat, or by phone. Ask them about their challenges, their tech stack, and any other relevant information that’ll help you make the best use of everyone’s time on the call. This shows your prospect that you are willing to invest the time and effort it takes to get to know them, and it helps structure an agenda for the call that’s catered to their needs.
2. Do Your Research
Taking the time to research your prospect before the meeting shows that you care, and it can give you valuable insight into the company and their needs. Check out their website, social media profiles, and read up on their financials and directors. Take a look at their job postings and LinkedIn profiles to get a feel for the size of the company, their culture and values, and what gaps they are looking to fill. All of this information can help you tailor the meeting to the prospect’s needs and interests.
3. Find the Priority Gap
Even though your prospect has agreed to a meeting, there’s still a priority gap that needs closing. You need to show them that you are just as interested in them as they are in you. A great way to do this is with a pre-meeting drip email campaign. This can include sending content aligned with their use cases or industry, sharing testimonials, engaging with them on LinkedIn, and reminding them of the appointment. Make sure that all of your outreach is coordinated between the SDR and AE to avoid confusing or overwhelming the prospect.
4. Prepare an Agenda
Having an agenda for the meeting will help you stay on track and make sure you cover all of the important points. It also shows the prospect that you are organized and prepared. Before the meeting, take some time to make a list of questions you want to ask the prospect, and any information you need to cover. This will help ensure that the meeting is productive and focused.
5. Follow Up After the Meeting
After the meeting, make sure to follow up with a thank you note or email. This is a great opportunity to reiterate the value of the meeting, send any relevant educational content or reference material, reiterate any action items, and answer any questions they may have had. It also shows that you value the time they spent with you, and that you are invested in the relationship.
By following these five tips, you can make sure that your first meeting with a new prospect is a success. Taking the time to prepare will help you close more deals, and build strong relationships with your clients.
