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How do you prepare for meetings with big prospects?

by donaldhamilton
6 replies
Interested in folks' insights, in case I am missing a trick. I generally look at (i) their market (competitors etc), (ii) any trends or hot topics in their industry, (iii) where they currently rank on google, and (iv) any other marketing that they are doing that I can find (also noting anything obvious that they are not doing). If I can do it quickly, I will also look at their accounts and see if I can find out anything about the individual to see if he/ she has any personal drivers. On my side, I think about and prioritise the reasons why I would want this client (is it just cash, is it as a reference site, is it for a testimonial etc). Is there anything obvious that I am missing (or am I overdoing things)? Thanks!
#big #meetings #offline #prepare #prospects
  • Profile picture of the author af7850
    I would want to know the average revenue per customer per transaction, and the frequency of customer returns. If you can show an attractive ROI based on the customer's own metric data, the sale becomes a no-brainer.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by donaldhamilton View Post

    Interested in folks' insights, in case I am missing a trick. I generally look at (i) their market (competitors etc), (ii) any trends or hot topics in their industry, (iii) where they currently rank on google, and (iv) any other marketing that they are doing that I can find (also noting anything obvious that they are not doing). If I can do it quickly, I will also look at their accounts and see if I can find out anything about the individual to see if he/ she has any personal drivers. On my side, I think about and prioritise the reasons why I would want this client (is it just cash, is it as a reference site, is it for a testimonial etc). Is there anything obvious that I am missing (or am I overdoing things)? Thanks!
    Describe your big prospect. Revenues, employees, layers of management, etc.
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  • Profile picture of the author helisell
    I would want to know NOTHING WHATSOEVER about the client.

    That means I'll have to be super inquisitive when I get there and that will result
    in me coming across as genuinely interested in them because of the in-depth
    questioning I'll need to adopt.

    When I've completed my questioning I'll say...'OK folks I seem to have a pretty good picture of where you are right now...unless you can think of anything I've missed?'

    When we've agreed that I have done an amazing job I'll say something like...

    From what you've told me I have 4 basic ideas about how I can show you some major improvements and get your profits growing exponentially. Assuming you like what I am about to tell you and also assuming we can sort out the numbers to your satisfaction....can I assume that we can finalise a deal between us?

    If they say no (very very very rare) then I'll find out what the problem is and
    offer to solve it so that we can move forward.

    Simple really.
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    • Profile picture of the author af7850
      Originally Posted by helisell View Post


      From what you've told me I have 4 basic ideas about how I can show you some major improvements and get your profits growing exponentially. Assuming you like what I am about to tell you and also assuming we can sort out the numbers to your satisfaction....can I assume that we can finalise a deal between us?


      Simple really.
      This is good.
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  • Profile picture of the author NewParadigm
    prepare by researching the business and have a list of 10-20 questions to get them to talk about their business.
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  • Profile picture of the author KingOfContentMarketing
    If your big prospects are larger businesses or divisions of major corporations, the preparation you mentioned is valuable and necessary. That's because they won't give you much time for the old school consultative sale.

    The reason is they don't have time. After downsizing, layoffs and firings, each person is doing the work of three people. They expect you to be able to provide value immediately without a lot of discovery.

    The best way to to that is go in with a lead-in service that you know they need and you can deliver with flying colors. Once you prove yourself, expand into other services.
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