Client meetings are a vital part of the business process and if you don’t know how to conduct them properly, you’re going to struggle to close deals and bring in revenue. But holding the perfect client meeting is a difficult thing to do and a lot of business leaders get it wrong. If you’re not closing deals, you’re wasting your time and not seeing any return on that investment. When that starts happening a lot, your business is going to end up in a lot of trouble. To stop that from happening, you just need to follow this recipe for the perfect client meeting.
First off, you need to conduct good research into the client before you meet them. They’re coming to meet with you to determine whether your business can meet their needs and it’s important that you can demonstrate that to them effectively if you’re going to close the sale. You’re never going to be able to do that if you don’t understand those needs in the first place. That’s why you need to research the company and get to know their specific needs inside out. That way, you can tailor a pitch to the client and they’ll be more likely to do business with you. It’s also a good idea to do a bit of research into the particular people that you’re meeting with so you can get a sense of how they like to do business. This will help you to direct the other aspects of the meeting like location and business etiquette.
The next step is the location and this often depends on the client. Some clients like to see exactly what you’ve got to offer, which is why you should meet with them in your office. However, a lot of business leaders shoot themselves in the foot because their office sends the wrong message and puts clients off because it’s outdated and not well maintained. If you find that clients have a negative reaction to the office, it’s worth paying for renovation services to give it a bit of a facelift. They’re making a judgment about your business as soon as they set foot in the door so you need to make sure you give a good first impression.
Listen To Clients
This is a meeting, not a presentation, but a lot of people forget that. If you go in, do your pitch, and then expect them to make a deal without really listening to the client properly, you’re not going to get very far. Make sure that you’re listening to their wants and needs and you take them on board when offering them a deal, otherwise, they won’t go for it.
This is by far the most important thing to remember because if you don’t end the meeting by outlining next steps, you’re never going to close a deal. Before you leave, decide how you’re going to move forward whether that’s by sending them a quote, setting up a further meeting or closing the deal.
If you follow this secret recipe, your client meetings will go smoothly every time and you’ll close a lot more deals.
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