So you have set a meeting for an upcoming future date! Now what? I have these types of meetings almost every day. I have found the best agenda for this meeting is similar to an interview process. Here is my basic agenda for these meetings:
Review your notes on the new contact and their website before calling. When you call the contact remind them of the reason and goal for the meeting. Make sure you are really listening and take notes! If possible you want to engage the other person first by probing them about their business.
Start by asking them to talk a little about their business. (3 minutes)
When the contact has finished or the 3 minutes has passed ask the following question:
Can you give me an example of your ideal client or customer?
I find most small business owners or solopreneurs have a hard time answering this question. Sometimes you may have to help them out by sharing your ideal client. For example: My ideal client is a small business owner, solopreneur, or sales professional that wants to attract more clients and generate more referrals. They typically know the value of following up but often say they never get around to it, don’t have the time, or don’t have any kind of system to make it easy.
Explain to me your biggest challenge in your business.
This could present an opportunity for you to help with this challenge or possibly you have someone in your network that can help or shed a different light on this challenge.
Who is your best referral partners?
Possible referral partners for an Estate Planning Attorney could be a Financial Planner, Real Estate Agent, Lender, or CPA . Sometimes you may have referrals for a new contacts best referral partner before having a customer referral for them.
What makes you or your company different from your competitors?
Some companies will have a highly competitive edge in a marketplace and they know it. A lot of times an insurance agent knows they are the most cost effective for certain industries and if you know this information it makes it very easy to refer them.
I will talk more about facebook and Linkedin in future posts. If you are not on facebook or Linkedin you can visit my profile to learn more.
Is there anything more you would like to tell me about you or your company that might help me give you referrals?
This is an ending question which will allow you to start your part of the meeting.
At this point you want to basically go over these same questions with your new contact so they learn more about you and how they might be able to help grow your business. This process can last 30 minutes to one hour depending on the answers. Make sure to find out at the start of the meeting how much time you have to insure you both get the most value. Speaking of value, do you see how this second meeting can be a huge part of your follow up? Let me know if you have a question to add or if this post was helpful by adding a comment!