First Sales Meeting with a New Client

There's been many ways and phrases used like, "You've got two ears and only one mouth", to explain that it's critical to LEARN to listen more then talk during critical sales calls.  And the first call can be a deal breaker more times then we realize.

I am a believer that the first few seconds, the prospect builds a visual picture of who you are and whether or not they are going to do business with you.  The next few minutes DOES give you a chance to change that as long as you didn't blow it too bad.  That baby blue suit might have dug you a hole too deep for any fixing.

But, remember that 5% first impression, 20% to fix first impression and 70% to find out if this company/client is really a good fit for your services or product.  That means you better have a clear objective what you want to know.  A written out list of questions that will help you determine the technical factors.  And finally, a quick closing tease to leave them the impression that you've discovered a match made in heaven.

Now the sharp ones among you have added up the above numbers and figured out that is doesn't add up to 100%.  What's missing.......next steps.  Don't leave without getting another appointment.  Hopefully, face to face, but it could be a phone call or email returning information, proposals or demos.

A good, concise written out plan for each call can be a blessing to help you gain a accomplishment each time you have an opportunity to move your client relationship forward.

Comments

[Chris Guida]

I agree 100%! I do think,in theory, one should know the background or technologies a company is working with before calling on the Director of IT or whoever the contact is. My question is, are there any specific questions that are foolproof to get the client to give you their openings? I just started a recruiting firm and would appreciate any insight you could give. Thanks for your time, Besr Regards, Chris Guida

[Mike Tiffany]

"Foolproof" questions. No. But, I think by doing your homework before the call gives the clint a better feeling that you can really help them fill the jobs. It still may take multiple calls before you get the requirements. There are ways to get background on the company's technology like running searches on the job boards and on google.