I know plenty of people (including myself) who get a little nervous before an important meeting with potential new clients. For people who hate selling or non-sales people, it can be daunting. So – to help you out I have put together a few sales tips that I employ to channel the energy productively:
Do your homework on your new client. Who are they, what are they interested in?
Know about them and what their business does.Take a look at their website, to find out about their business and how they represent themselves. Review information on what they sell, their people, newsletters as well as the sorts of words and style they use to give you insight into their business personality.
Don’t forget Google and LinkedIn are great tools to give you more information on their background and connections.
What are you really good at? Know how to explain what you do and how you do it in an engaging way.People like stories – so have your sales stories ready.
Look good. Take pride in how you present yourself and your company. When you look good you feel better about yourself and automatically you come across with greater confidence to the person you are meeting.
Don’t be rushing in at the last minute, or heaven forbid be late! I like to plan to get there with 10-15 minutes to spare. That way I can have a coffee, review my preparation notes, check emails or just breathe.
Engaging with people is all about being yourself. The best person to represent you and your company is you! As a business owner you need to be your own sales champion!
Selling isn’t about being extroverted, if you are quietly spoken and reserved – then be that way. You can still engage with people and get to know more about their business.
People buy from people they like and trust – when you are being yourself you make both of these things more possible.
Do you know why people buy from you now? Your message should be spoken in client terms, in a way that your client will readily understand. The easiest way to do this is to get your current clients to help you script it.
Forget jargon – get out and talk to your clients, they will help you understand from their perspective what you do and what it means to them.
You organised the meeting, you need to be in charge. This doesn’t give you a licence to talk endlessly about yourself. Your first meeting is about discovering more about your client.
Here is a great and easy to remember sales meeting structure that I use, called You, Me and the Next Step.
It does get easier over time … the more you practice the better you get. I have been selling for nearly 20 years, I use those butterflies give me the impetus to do my homework and perform better.
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