How to prepare for a client meeting
Before the meeting, practice your presentation, lay out the logistics, and research the client.
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A client meeting can make or break that client relationship. So here’s some tips that have worked for me, that will help you prepare for a client meeting to ensure that it becomes the opportunity you want it to be and not just a closed door.
First of all, I would suggest that you practice every segment of the meeting before you go do this meeting.
This is a question I ask myself before I go into every business meeting: What do I want to get out of here? What do I want the customer to remember if they don't actually buy my product or service? Then I rehearse it with my partner or who might be accompanying my team so I know who’s starting the meeting, who’s going to be the segue, who’s going to be the go-to person. I want to know everything about how this meeting goes down.
Go over every aspect from the opening to how you leave this meeting under different situations. I think you'll find that very helpful. What if they close, how do we leave? What if they don't close, how do we leave? What if it's just a maybe? What if we don’t have the decision-maker? Work through all those different scenarios, and you'll find it very useful.
Prepare the logistics, as well as videos, slides, internet connection, presentation, product samples. I can't tell you how often something goes wrong. I mean, basic, crazy stuff like no internet connection, no projector. There was too much lighting in the room, and they couldn't see it. I mean, go over these things so that you don’t look like an amateur, that you present yourself as the professional, as the company that has real solutions not a real mess.
Access the meeting location, befriend the receptionist, befriend staff, do not negate or look over maybe junior players in this presentation that might greatly influence the senior players. So pay attention to everybody. Recognize everybody because you never know who is going to push your client meeting from an opportunity to a deal.
And then when you're there, zero in on the customer's need. Remember two ears, one mouth. Expect to listen to your client more than you talk. Look for the value. Look for that value proposition. What is it that your buyer, your client wants more than any single other thing? Look for that one thing, and then prepare solutions. Okay? What is your value-add proposition? How do you provide a solution? How do you fulfill their needs? And the way you do that is take a few minutes to research your client. What is their mission statement? What's most important to them? What is the thing on their website that they repeat over and over and over again? What is it they say to their clients or in their advertising or their branding that they're trying to propel and push into the market place?
Solve those problems. Prepare for your meeting. Do your research. Get the details down and practice, practice, practice, so that you can turn every customer meeting into not just an opportunity, but into either business that day or put yourself in a position to get business in the future.
Hope this helps