How to Get Ready for a Client Meeting and Win a Deal
A client meeting is a very valuable opportunity for every salesperson. You have to prepare properly so that the outcome of the meeting is positive; that is, it ends up being a closed deal.
Maybe you’re roasting yourself over your head: What will the customer inquire? Other than you, do they have any other options? What kinds of problems do they have, and can you provide the solutions?
You must get ready for the meeting before it actually happens. Here’s how to be ready for a meeting so you can wow your client.
Conduct research
Although it should go without saying, I’ve seen far too many meetings destroyed because the freelancer or business forgot to take this simple step. In the era of information, learning more about a potential customer is simpler than ever.
I advise you to research them using their website, social media accounts, and any news coverage you can find. You may discover how they communicate and present themselves, how much value you can add to them, and how much you can strengthen your relationship with customers.
Additionally, for some occupations, it’s just common sense. As an expert, I frequently investigated the websites and blogs of potential customers to see what authors had written before me in order to determine why they would want to hire me in the first place.
In the meetings, being aware of what they already did before the client really told me was helpful. Do your homework on the real work that has to be done before you enter the meeting because this applies to many different types of employment.
Get ready for the client encounter
You should do this so that you can research your rivals. I frequently discovered other independent contractors who worked for the client and completed the same tasks as I was meant to. This would enable me to gauge both the calibre of their work and the client’s expectations.
A lot of the time, I would learn that the customer wasn’t a good fit because of the previous employees’ backgrounds. On other occasions, I would come to the realization that I ought to charge the client more in light of the outcomes they anticipated.
You can use their “Careers” website to see whether they are currently hiring for someone who performs the same work as you as a further trick.
During my projects, I was aware that there was always work to be obtained if a client was looking to hire a writer or content marketer.
Find out exactly who will be speaking with you last but not least. Normally, you may check the calendar invite to do that. To prepare for the conversation, keep their name in mind and do some research about them as well.
Look into the competition of the client
If you really want to go the additional mile, learn about the competition your potential clients face and how you can set them apart from it before the meeting.
Depending on how much you know about the customer and their sector, this could take a lot of work or only a 15-minute session on Google. Typically, a simple Google search for “help desk software” will yield all the information you require regarding the competition of the possible client.
Being well-prepared before a customer appointment is usually a pleasure. You may demonstrate not only what you can achieve for the client but also how you can elevate them above the competition.
This is what will impress the meeting participants and distinguish you from other competitors.
Prepare the following actions in advance
We suggest that you get ready for a meeting by planning out exactly what will happen if the potential client accepts your terms.
It will expedite your sales process and save time for both you and the meeting participants. Because you want to get paid quickly, the meeting’s main goal for you is to land the job and begin working on the tasks as soon as feasible.
While first impressions are significant, you should concentrate more on the essential choices your clients will have to make.
Tell them what will happen next and whether they must provide you with materials, grant you access to tools, or make the initial payment.
You may establish rapport and have more effective customer encounters in this manner.
Make a list of inquiries
The prospective client will probably set the agenda for the meeting. However, you can make a list of inquiries in advance.
The client is there to provide you with information and to present you with a problem. After they do that, it’s up to you to explain your specifications and pose inquiries to learn more about the potential client.
The questions have three different objectives. You want to learn why they chose you, what kind of issue you need to resolve for them, and what issue you must actually resolve. The crucial section comes last.
In a number of meetings and video chats, the client has requested that I write something in their name. I would typically learn that the real motive for employing me was different after a few more inquiries.
They either didn’t have the time, lacked the writing ability, or required a proven track record to ensure success. Maybe they didn’t want to fall behind their rivals or had another reason.
You should develop a list of questions to ask your clients in order to learn this important information.
Your business proposal can be launched using this information once you have identified the client’s true motivation for hiring you. Say “We’ll redesign your website so you can convert more visitors into leads”. This is better rather than “We’ll redo your website so you can have a modern eCommerce platform.”
It’s important that you also know How To Research Leads Before a Meeting
Consider the frequently asked questions in advance
If you’ve been operating your business for a long, you probably have a fair notion of the kinds of inquiries you might encounter. You can anticipate some of the questions you might be asked by conducting research about the client and their rivals.
However, other inquiries can take you by surprise. It’s acceptable not to have an answer right away, but make sure to follow up right away with a phone or email after the meeting.
The good news is that you will have fewer queries you cannot answer right away the longer you are in business.
Prepare to provide something for nothing in order to attract a client
You have done your homework, are familiar with the customer, and are aware of their demands. They’ll undoubtedly ask some questions throughout the meeting that you may answer right away to assist them.
You could offer assistance after they sign a contract and pay your invoice, but you can and need to offer some guidance without charge. If all goes well, they’ll realize that you can walk the walk and be more willing to cooperate with you.
However, there are a good number of “clients” out there who are really just looking for free advice from various sources rather than fishing for offers.
They can then do the work themselves with the help of some firms’ recommendations. This type of client is typically easy to identify, usually by the meeting agenda. So be careful to provide them with very minor recommendations rather than a comprehensive strategy and action plan.
For presential meetings, select a location
You should, if at all possible, choose the meeting venue, as we’ve discussed in detail before.
Two things happen when you schedule a meeting at the client’s workplace.
First of all, all they have to do is show up; nothing else is required of them. You want them to put in a little more effort and demonstrate that they are just as dependent on you as you are on them.
Second, the client will be in a setting they are comfortable with, where there is a good likelihood that someone will interrupt you or another meeting participant.
Choose a neutral area as an alternative. A great, premium location with a private area exclusively for the two of you (or more). For instance, hotel lobbies provide excellent conference spaces. Before the client even comes, arrive early, take a drink, and become familiar with the area.
Remote conferences
A productive client meeting can be held remotely. You can locate a peaceful, unoccupied corner in place of a meeting room.
Having a reliable Internet connection is essential. Ensure that neither your family nor your roommates bother you.
Make careful to stare at your monitor or camera rather than the floor once the meeting starts. It will assist you in making a favourable impression, which is crucial, particularly in an initial meeting.
Maybe you should read Sales Closing Techniques To Complete Deals
Upon completion of preparation…
Get to that meeting and start convincing your client. The meeting will go more easily the better prepared you are. If you follow the above instructions, you should have a fantastic meeting and learn exactly what the client requires. You already know what follows, prepare an amazing business proposal.
The greatest thing you can do with the knowledge from your conversation is to sit down and prepare a proposal right away, send it out, and secure your business. There are numerous approaches to accomplish this, choose one that is extremely quick, effective, and designed to turn prospects into clients.