OK, this has happened with me many a times. I’d spend so much energy and time scheduling meetings with clients, preparing the presentation, confirmation emails to and fro and of course navigating to the office location. But all of this is a prep work for the final few minutes (depending how much you have been granted) that you get with the client. Once you are through the usual greetings, one liner puns to ease the tempers (for being late in my case :-/) and exchange of business cards….the time starts ticking for you to make some sense before its time to wrap up. Now you know how important this topic is??…and realize how easily you can turn a crucial meeting into a futile exercise if you DO NOT ASK THE RIGHT QUESTIONS!
I am going to write about some of my meetings with clients and how to I prepared to ace it. As a marketing professional I meet clients who are looking for marketing and branding solutions, and that’s what I am going to talk about here. Believe me…its the worst feeling coming back from a meeting and saying this↓↓↓ to yourself 😀
Scenario I: Introduction Meeting
There are times when the agenda of the meeting says “get to know”. do not fall for the trap and take it as a typical networking meeting where you exchange cards and check out the other person’s clothing (#judgemenot). If the client wants to “get to know ” you there is always some scope of work which s/he does not want to disclose straight away. And so it becomes your onus to get that scope of work out of them during the meeting. Think of it as an interrogation only set up in a corporate environment and no gansta talk 😛
So here are 5 questions that you MUST ask when meeting your client/prospects for the first time.
#1 About the organization
well i know the name says abc motors or xyz construction…so its pretty obvious. But do not shy away from asking the client about their company because then you know what and how they describe their business. believe me they always gives away a lot of additional information that you will not find in their ‘about us’ section of the website…like what are their business priorities, expansion plans, subsidiaries and so on.
Also, read between the lines when they say we are planning to set up a team, acquire some business or maybe shut some part of the business. That is where either you are required or you can pitch for your services.
#2 How did you come to know about our company?
The benefits of asking this question is twofold…here’s how. My company’s marketing investment is focused on Google SEO and Adwords. So if we get to know that companies are reaching out to us after they see our ads or spot us in the top rankings of Google search, we know its money well spent. If companies are hearing about you from other industry players…then you must be doing your job right!
#3 How can we help you?
Its simple and straight forward. Up until this time in the meeting the two parties have “known” each other quite well so let’s stop the dilly dally and talk business. Of course before you ask this question introduce your company and all the services that you provide. So that the client/prospect is not wondering if you are the right person to ask for help. It is always better to have a company presentation, brochure or profile so that the client gets to see your work.
#4 Do you want to know more?
It is like breadcrumbs you leave behind to let the conversation flowing. Yes the client needs something that you can provide as a one time job. But if you see more scope of business where you can definitely impress the client, here is you chance. Talk about how you can send them some more information via email of schedule another round of meeting to discuss in detail. The client’s response will also tell you about his interest level in doing business with you. So think of it as a litmus test of your performance so far.
Also if the client is interested and wants to see what you have in store, take a note of all that you gotta share and please do not forget to share the same!
#5 What next?
This very question prompted me to write this post. Only that I asked this question to myself on my way back from the meeting…What am I supposed to do next? You know the meeting went well, there is scope and it would be great if you could do business with them…but what do i do immediately after this meeting so that all of the possibilities become come true!
It is no good asking yourself this question…it is rather too late. Confirm the next set of actions before you sign off. Be on the same page and make a note of what key information/communication has to be exchanged between the two parties. You will be surprised as to how much a even a short meeting can lead to. It is also a good practice to share minutes of the meeting (MOM) to have a record of the points discussed and it can accompany the ‘thank you/pleasure to meet you’ email.
I hope this helps your next meeting 🙂 and don’t fall asleep during one 😉