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Out of curiousity...

by hayfj2
6 replies
...what's the first thing you do on appointments, after you've shaken hands and sat down?

Many people rush straight into some kind of sales pitch or presentation. I was curious what "warriors" in here do?

thanks


Fraser
#curiousity
  • Profile picture of the author Jason Kanigan
    I reiterate the agenda and expectations of the meeting, and ask if anything has changed.

    Then I might ask, "So why was it that you invited me in today?" which gets them to reload their consciousness and start (hopefully) sharing some truth about their situation.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Jason Kanigan View Post

      I reiterate the agenda and expectations of the meeting, and ask if anything has changed.

      Then I might ask, "So why was it that you invited me in today?" which gets them to reload their consciousness and start (hopefully) sharing some truth about their situation.
      Darn you Kanigan! That's actually almost the exact wording I use.
      Sometimes I'll ask "I'm glad I was able to fit this meeting in. Why am I sitting in front of you? What questions spring to mind?" I just want the wheels to start turning. I just want to know where their head is at, and any preconceived notions they have.

      They always already know that I'm there to talk about local online marketing.
      So the next question I ask is "Tell me about what you are doing right now to advertise and market".

      Everything just flows from there.

      I then ask several qualifying questions (that have been posted a few times)
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      • Profile picture of the author James English
        I usually start off saying something along the lines of "Tell me about your business / current marketing efforts".

        I usually let them do most of the talking until I have a better feel for their business and what they need.
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  • Profile picture of the author hayfj2
    cheers jason, any others...?
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  • Profile picture of the author hayfj2
    thanks guys, anymore?


    fraser
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  • Profile picture of the author vndnbrgj
    I would imagine most of these answers will be similar....

    I say, "So John (prrospects name), tell me a little about your business. Where did you come from and where do you want to go?" "Oh, and John, if its okay with you I am be going to take some notes so I can reference back to them"

    Then they begin talking, I begin taking notes, and follow my questionairre leading to the close.
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