You step into the room and extend your hand. “Hi! My name’s Brandt, and I’m with One North.” You start to tell them a little about your business, but you can already tell your audience is bored. Why? Because they probably already know all of this information – who you are, where you come from, etc.
Any savvy decision maker has done their research before you were invited in for the meeting. They know the services you offer and the experience you’re likely to provide. In fact, according to a recent CEB study, 57% of purchase decisions are completed before a supplier is even contacted. The good news? If you’re invited for a meeting, they must have seen/read/heard something they like, and now they’re looking for you to confirm it. All you have left to do now is set your firm apart from the rest.
I know – easier said than done. But it’s really about making sure you’re doing everything possible to start this potential relationship off on the right foot, and putting the measures in place to keep it growing stronger. Here are 6 tips for making that happen:
1. Borrow from Big Brother
Your prospects did their research, so you better do the same. LinkedIn can be a great tool to help you gain some insight; use it before your meeting to help answer the following questions about your prospective clients: