How can you make the first meeting (date) with your potential customer valuable?
Impressing your potential clients on the first meeting is crucial. That itself decides whether or not the association will materialize into a long-term relation.
In this blog we provide you some simple lessons that can help you build a strong connection with your potential customers. Follow these lessons to score big on the very first meeting (date), and make your potential customers enter into a smooth long-term commitment with your business.
1. Be a good conversationalist in your first meeting
A first meeting is similar to a tennis match. It needs to be back and forth where both the sides make equal contributions. Then only does the game goes to the next level.
For instance, just like you would come out displeased from a date where the guy or girl just keeps talking about themselves, - the same applies to business client communication too.
If you’re only hitting the ball to yourself (that means only boasting about your products and services) at the end of the meeting the client experience will be negative.
So listen to your clients when you meet them for the first time. By being a good listener and carefully noting each word of your target customers, you can ask the right questions and create inroads to their mind.
Simply ask about their requirements, challenges and desires. While they share their ideas, think how your solutions can offer them anything substantial in meeting their goals. If yes, then share YOUR ideas. Doing this will prevent you from being too pushy with your product/service, and customers will love and remember you.
2. Prepare in advance to find common ground
The first date only zooms off when both the individuals feel comfortable around. When the feeling is – oh he/she is quite like me.
It’s the same with professional meet-ups too. When you’re meeting with a potential client for the first time – finding a common ground is very critical. So do your research and analysis from before.
Study the client’s business type, the industry at large and how you can project your product/service in the best possible manner. In this way you’ll be able to add something of value when the client shares its story. It will build your credibility and show that you are a generous person. Needless to say that credibility and generosity together will create a strong and lasting business relationship.
(Hint: use your small business CRM tool to gain an insight into the past communications the client had with your company reps). Take the clue and develop your verbiage accordingly.
So let’s say going through the cloud CRM records, you know that the client is more driven towards having a customized package. Prepare a proposal of customized products/services suiting to the client’s demands.
Now in the meeting, when the client brings up the topic of his requirements, very cleverly, you can show him this proposal.
What will the client think? Oh he’s taken the effort to find out about my needs in advance. Definitely has a caring approach towards its customers. It’d be nice to deal with this company.
3. Be transparent from the start
One of the common reasons behind our personal relations going haywire is conflicting expectations. Times when we are unable to deliver to each others’ demands and have difficulty expressing what is on our minds.
These same factors determine the success of our business customer relationships too. If there is no transparency maintained between you and the customer – chances are that things will go ugly in the long term. So take preventive measures from the start itself. Have clear expectations from both ends to ensure that it’s win-win situation for both the sides.
On your first meeting, communicate clearly about your business mission, values and principles. Be specific about the policies and term and conditions too. Also in return have a clear understanding of what the potential client expects from you and your offerings. Then only move the relation forward – or else not at all.
Patricia is a full time CRM consultant at ConvergeHub and part-time blogger. She has earned herself quite a fame as a specialist and market expert in CRM software. In the last five year she has worked with various companies as CRM consultant to help them move their businesses to cloud. Her expertise lies in offering cloud CRM consultation, CRM customization and integration solutions to small enterprises. For last one she is engaged in building ConvergeHub, cloud-based CRM solution for SMBs, as a consultant.Follow her at Twitter: @jones_converge