Before the Meeting:
Before any 1st appointment, send the prospect the following email as your agenda:
First Name,
Looking forward to our upcoming meeting. In terms of our agenda, I would like to propose the following:
Then, if available, also attach a list of questions that will act as the discovery guide.
The Structure of a 1st Appointment:
| % of Time | ||
|---|---|---|
| work on career module |
Start off by being “social” Review your agenda and get commitment Invite them to add to your agenda |
5% |
| Body |
Follow the acronym “SPINITH”
Situation: Use your preset discovery questions to understand Problem: Use your preset discovery questions to understand their Implication: Ask them to explain the magnitude of their need to Need: Ask them to define their view of their need. Have a Ideas: Begin to kick around some ideas. You are NOT offering a Timing: Ask them their timing. If they have a firm answer – great Hurdles: Probe about the hurdles that may stand in the way. |
55% |
| Closing |
Re-state their needs and your ideas. Get their c onfirmation that you two organizations conceptually “fit”. |
5% 5% |
A few Tips:
Ask lots of “open” questions … those that do not trigger a “yes” or “no”answer
This meeting is about “them” … not YOU or us
Avoid pitching and don’t try to sell. A first appointment is often not pitch what you do.
Stick to your meeting agenda
Show empathy – show you understand what is truly happening in their business. The best way to do this is to repeat back to them what they said
Don’t fall into the trap of talking too much (about yourself, products and company)
Never leave a meeting without a next action no matter how simple it maybe;
Customer acquisition costs are under constant scrutiny. As competition increases and budgets tighten, business leaders…
Lead scoring has always played a role in B2B sales, but its importance has accelerated…
For B2B decision-makers, prospecting is no longer about volume—it’s about precision. Sales and marketing leaders…
As Canadian markets become more competitive and digitally driven, revenue growth increasingly depends on data…
In B2B marketing and sales, data quality determines outcomes. Every email sent, call placed, or…
Expanding your reach in the Canadian B2B landscape depends heavily on the quality of your…