Have you ever walked into a meeting with a client and didn't feel Prepare (not) to lose...quite prepared?  Have you ever spent alot of time and energy opening an opportunity for your company only to have a colleague kill the deal with a crude presentation that went over like a lead balloon?

I am going to share 4 basics tips with you that will ensure you maximize " face " time with your clients and create real value in your deals.

1. Tell them what you are going to cover and how long it will take.   These are the very basics.  Always give your client an outline of 3 to 5 basic points you will cover with them.  These points should be laser focused on areas that will positively impact their business and help them achieve their personal goals.  Tell them how long it will take to go through your presentation,  then STICK TO IT.   Sometimes when my clients get engaged they lose track of time and start asking questions.   I will remind them of the time and ask them if it is okay if we continue.   Shows them you respect their time.
2. Go over the points individually.   Go through your points with the client, using pictures whenever possible to illustrate your point.  It is easier for us to remember thoughts or ideas when we can tie a picture to it.    Be clear an concise in your presentation.  Don't ramble or use alot of industry jargon.
3. Review.  Tell them what you have just told them.   Go over the summary of your bullet points.   Something like this, "Mrs. Client I have just shown you how First Cleaning Service has a need for single source cleaning product provider, secondly how we have positioned Cleaner ABC as the best choice to fill this need etc."
4. Finally.  You always need a call to action for the client.  Whether it is asking them to do business  or commit some energy or resource for your next steps.  This will help you gauge your customers level of interest.   If your customer is not willing to extend some reasonable energy to make your deal come together, you might want to reevaluate your opportunity.

 

I have showed a very basic but effective structure to help you plan your client meetings.  Make sure you and colleagues can agree on a basic outline before walking into a meeting.  This will help you win more deals and ensure you are prepared.

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Mac Jackson

Sales Professional

www.macjacksononline.com