There’s nothing more powerful than a face-to-face meeting when you are trying to win over a customer. It's your opportunity to shine and show the customer what you are all about and what you have to offer.
A lot of salespeople take the path of least resistance.
A quick phone call or email is easier and quicker than meeting up, but customers and prospects find it easy to ignore them—and that makes selling a lot tougher. When you meet with someone, however, you become the most important thing to them at that moment.
A face-to-face meeting is much more persuasive.
You get more information, and you can gauge their reactions and find out what their objections are and overcome them. You need to be prepared for your face to face.
Here are some tips to help you best be prepared for that meeting. You may be given 30 minutes of someone's time, or you may just have 15 minutes, so make the most of it!
Do your research! Know who you are meeting with and their role in the company. LinkedIn is a great resource for this.
Prepare your responses to objections. Be ready for anything they may throw at you, so you don't look like a deer caught in headlights.
Look the part. You have heard the saying, "dress for success." It is true. Dress appropriately for the meeting, and arrive early with everything you need.
If you are making a presentation, have it cued up and ready to go on your device. Make sure the presentation is tailored to the potential client. A customized presentation is better remembered by the client.
Prepare questions in advance.
- While at the meeting, take control, but don't take over. There are three golden rules when it comes to sales meetings:
Ask questions and listen to the answers.
Resist the urge to jump in and sell too early. Let the client talk, and tailor your response to their precise needs.
Don’t leave without a commitment. If it’s too early to close the sale, put a date on the calendar for a follow-up.
- Remember, face-to-face selling builds relationships and fosters trust, and in this virtual age, it has never been more important. Unless you have established a relationship, e-communications and social media postings are too easily deleted and forgotten.
- Bringing a face, voice, and empathetic personality to the interaction makes it more human and real and can lead to a mutually beneficial relationship over the long term.