Before the Meeting:
Before any 1st appointment, send the prospect the following email as your agenda:
First Name
Looking forward to our upcoming meeting. In terms of our agenda, I would like to propose the following:
- Learn about you
- Share about us
- Kick around some ideas
- Confirm that we “fit”
- Determine next steps
Then, if available, also attach a list of questions that will act as the discovery guide.
The Structure of a 1st Appointment:
% of Time | ||
---|---|---|
work on career module | Start off by being "social" Review your agenda and get commitment Invite them to add to your agenda | 5% |
Body | Follow the acronym "SPINITH"Situation: Use your preset discovery questions to understand their current situation. Problem: Use your preset discovery questions to understand their current challenges. Dig deep. Keep asking "why" (in various ways). See "Digging Deep" module. Implication: Ask them to explain the magnitude of their need to their business. What if they did nothing? So what? Need: Ask them to define their view of their need. Have a discussion and challenge them. Are they defining a need or a symptom of a bigger problem? See "Digging Deep" module. Ideas: Begin to kick around some ideas. You are NOT offering a firm solution yet. Timing: Ask them their timing. If they have a firm answer - great but try to understand why. If not, be a consultant to help them determine their timing by reverse engineering their timeline. Hurdles: Probe about the hurdles that may stand in the way. Budget? Board approval? Other priorities? Other options they have? What else? This is a critical step that cannot be missed. | 55% 15% 15% |
Closing | Re-state their needs and your ideas. Get their confirmation that you two organizations conceptually "fit". Establish and commit to definitive next actions All will have a when (date/time), what and who | 5% 5% |
A few Tips:
- Ask lots of “open” questions … those that do not trigger a “yes” or “no” answer
- This meeting is about “them” … not YOU or us
- Avoid pitching and don’t try to sell. A first appointment is often not pitch what you do.
- Stick to your meeting agenda
- Show empathy – show you understand what is truly happening in their business. The best way to do this is to repeat back to them what they said
- Don’t fall into the trap of talking too much (about yourself, products and company)
- Never leave a meeting without a next action no matter how simple it maybe