Don’t wait for extraordinary opportunities, seize common occasions and make them great – Orison Swett Marden.
Often so, the first appointment is where clients make an impression on the sales person. It is a gateway to form networks and lock in new sales.
A meaningful meeting can only last so long, yet a quality time spent would be cherished by clients. This imposes positive image for both the sales person and the company.
Your first conversation with a potential customer lays the foundation for sales. It is key to craft your message to be delivered right at the golden opportunity.
Sales professional: What are the steps for developing sales opportunity?
Here are some questions for you to ponder on:
- Do you have an idea of what you want to say?
Tip: If you don’t know why you’re talking with a customer, the conversation will probably be a waste of time. Have a reason for calling, even if you’re only calling to do some relationship building.
- What quick research can you do?
Tip: Keep yourself updated before contacting the customer. Find out if there are any recent changes in the customer’s business or industry. Check three places: the business news, the customer’s website, and (if it’s already a paying customer) about your own company.
- How do you plan the conversation?
Tip: There are three things – keep your list short; don’t rehearse and ask open ended questions to collect information as well as understand gaps.
- What do you to close on next steps?
Tip: Secure yourself a next step after the first meeting. At the end of the conversation, initiate a commitment with your client.
- Do you document the conversation?
Tip: Making notes about your conversations allows you to reflect on your performance as well as keep your clients on track with the things you have discussed. After that, you can use your notes to compose an email to the customer summarizing what you learned and repeating any commitments that were made.