Client meetings are your golden ticket to unlocking new revenue opportunities. Both you and your client are investing valuable time, so make it count. Before you walk into that meeting room, run through this checklist to ensure a productive and meaningful discussion.
Understanding Client Needs: Have you done your homework on what the client expects from this meeting? What questions will you ask to find out their wants and needs moving forward? Try and learn what their top priorities are and how you can help them achieve them.
Pre-Meeting Materials: If you're presenting crucial data or recommendations, have these been shared in advance with all stakeholders? Can you provide any resources beforehand to make the meeting more effective?
Right People, Right Room: Are the key decision-makers from both sides attending?
Team Roles: If multiple team members are attending, are everyone's roles clearly defined?
Core Messages: What are the key takeaways you want the client to remember? Can you summarize them in 60 seconds?
Presentation Options: Consider alternative ways to present your ideas. Could a flipchart be more engaging than a PowerPoint? Do we have some engaging stories to illustrate our points?
Client's Current State: What's happening in the client's world? Are they under any specific pressures? What trends are taking place in their industry?
Anticipate Reactions: How do you think the client will respond to your presentation? How will you deal with any expected objection?
Time Flexibility: Is there room in the schedule for an open discussion or to address additional client concerns?
Additional Intel: What more do you need to know about the client's team or other relevant data before the meeting? Who else in their organisation would it make sense to build a relationship with? Which other services that you can supply would it make sense for them to source from you?
Provocative Questions: What are some insightful questions you plan to ask during the meeting? How will you demonstrate value and thought leadership to attain trusted partner status?
Next Steps: What do you foresee as the follow-up actions post-meeting? Who else in your network would make a good intro for your client?
Rekindle the Spark: If this is a meeting with a long-term client, how can you bring the same energy, enthusiasm and innovation as you did in your first-ever meeting?
Remember, you don’t learn anything whilst you are talking!
The opportunities are huge. Be sure to take them.