Thanks for joining us for Part 2 of our "Effective Meetings" series. Last time, we discussed creating a basic framework to ensure that attendees understand what topics will be discussed in a meeting.
In this article, we'll begin to delve deeper into the conversation and ensure that all parties understand and acknowledge the next steps and action items that came from the meeting.
Let's use an external meeting with a potential customer or partner as an example.
Pre- Meeting Homework
For external meetings, whether via phone, web conference or face to face, ensure that you take the time to further research your contact(s) and gather the pertinent information needed to guide the conversation.
It's a good idea to visit their LinkedIn Page, website and any other areas of interest that could provide great intel, depending on your industry.
There is nothing more off-putting than being in a meeting and having a salesperson ask me a ton of questions that they could have found on my company website or LinkedIn.
Time Waits for No One
Remember, your prospects are busy people and often have to run in and out of meetings in a flash. Ensure that you set the time and subject parameters for the meeting to ensure that the time is well used by all parties involved.
Upfront Contract
Congrats, your prospect actually showed up for your discovery call. But what can you do to ensure that you and your prospect get the most out of the discussion, and the prospect understands what is to take place in the next 15 minutes?
The Agenda was a great starting point, but...
A great meeting depends on what Sandler Training calls an up-front contract. If you’re not familiar with the term, an up-front contract is an agreement, made ahead of time, about what will take place during a meeting or discussion -- an agreement that clarifies what each person’s role in the conversation will be. In the inbound selling world, this contract unfolds in seconds.
As a quick example,
Hi [name], thanks again for taking the time to chat with me today. I know you're very busy and I value your time. Meetings tend to pop up in calendars at the last minute, so I just want to double-check and ensure that you are still free for the next 30 minutes.
Do you have a meeting after this one? So we have a hard stop at around 2:30 pm? Perfect, that should give us more than enough time to talk about your (list agenda items ie strategic initiatives and priorities).
By the end of the meeting, if you don’t feel like our services could solve your challenges, I’ll hang up and won’t bother you. But if you feel like they could potentially help, are you open to scheduling a follow-up call?”
Note: This is just a framework, make it your own to reflect your personality and your flow.
Part 2.5 of our series is coming soon... stay tuned!
Vince Bowry is the Founder of Eduthink. For more information on our solutions, contact us.