The Meetings Before The Meeting
Phone Call Example: "Hi Jim, this is Bill; we spoke briefly last week at the chamber of commerce business after hour's event. We didn't get a chance to get into much 'Business Talk' but I have a different perspective on corporate branding that I think you would enjoy hearing. What I would like to do is set a time when we can meet for maybe 15-20 minutes to chat and review this information. Would you be open to that? Great, when is a good time for you?"
Meeting Guidelines - Second Meeting (client's office)
Note: we are there to review a different perspective on corporate branding, and not to sell. (See Rule #1) Get to know the client better, and make a friend.
The second meeting is complete (15-20 Minutes) when you have shared the information and asked your final question.
"Our different perspective on corporate branding is how to use promotional products in programs. Safety programs, incentive programs, merchandising programs, etc."
Begin by explaining how promotional products are used in programs, share program examples, answer any questions, and ask the final question.
Final Question: "Where do you think we should go from here?"
Remember... you are not presenting or selling at this meeting and you need to let your buyer make all decisions about next step or when to set the next meeting.
Best of Success!
Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.