“I finally landed the meeting. Now what?”
We’re sharing helpful tips from Kevin Baumgart at Set Sales, which we call “Sales Hacks.”
For this series, Kevin shares tips and strategies that he’s seen work in print shops.
In this installment of Sales Hacks, Kevin talks about how to prepare for that first meeting with a potential customer.
We’ve all been at the glorious crossroads of “I just scheduled a big meeting!” and “Oh sh*t, now I have to prepare!” This could be someone who agreed to chat with you from cold outreach or randomly submitted an inbound inquiry.
Either way, if they are a solid prospect, you need to put your best foot forward.
Here are some tips to knock this first interaction out of the park:
- Research: Do some digging on the company and the individuals you’re meeting with. LinkedIn can be your best friend here. Also, dive into Google News on the company. Talk to people who might be close to the business. Anything to help you build common ground will help in early rapport building.
- Prepare: Have your questions laid out in advance. What specifically do you want to capture from the prospect? Also, have a high-level overview of your shop created and ready to present. I like to do this in a deck/presentation format focused on the value that our clients see in us and why they keep coming back (short and sweet!)
- Practice: Like everything, the more you practice, the better you perform. Dial in what you will say by saying it aloud a few times.
- Dial in your opening agenda: Starting the meeting on a positive note will help dial in the first impression of you and your business. Do this by laying out a solid plan upfront and showing that you’ve prepared, and this will be a good use of time for both parties.
- Be confident: You know your business better than anyone. Approach the conversation with a high degree of confidence that you can help them and add value.