“You’re preparing for a pitch with a potential customer, but are you sure you both have the same outcome in mind and are you ready to win..?”
Test for purpose
What do we want from this meeting? Is it worth going to? Whom are you meeting? What is their role?
(Obvious questions to ask)
But aren’t we getting ahead of ourselves here?
An even more important question is:
‘what does the other party think this meeting is about?’
Are you agreed on the exact purpose?
They might think it’s an introductory chat but you or your sales team might think that the meeting is a pitch and the first step in hiring your services. (So which is it?)
But you also need to qualify your meetings so you don’t waste time, resources and energy on leads which lead to nowhere.
In today’s episode, we’re going to give you three key questions to ask, so your prospect meeting (pitch) is set up for success.
Bring the right gifts
Great News! The prospect does want to meet you (and your team)
Bad News! You are not the only training business vying for the contract.
So how do you stand out from the competition? You need to bring 3 gifts:
You don’t want to gift anything of material valuable in case that gives the wrong impression.
You also don’t want to bring pens, and drives and other disposable fun ‘knick-knacks’.
(This is a pitch, not a party)
First of all, you want to bring the gift of understanding.
You understand their business model.
You understand their challenges and their needs.
You understand their competition.
You understand their products and services.
You understand their value-proposition.
You have done your research and you can talk confidently about their world.
You have proven you understand what they want and don’t want.
(Now, you deserve your place at the table)
It’s a tough world out there. Find out which other two gifts can make all the difference between being shortlisted or being sent packing.
Biggest takeaways you don’t want to miss:
- Which are the four stages of preparing for a client meeting
- Which questions serve as a safety-check saving time and energy
- How to open a client meeting effectively
- Why 3 is the magic number in your pitch
- What do most people not do at the end of a pitch
- How to not screw-up a team presentation
- How long to stay and when to go
- What to do if a prospect fails to show or delays you
- How a value-driven ‘drip-campaign’ can make all the difference
Some resources mentioned in this episode: