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01.12.2012 | Märkte & Expansion | Ausgabe 12/2012

Sales Excellence 12/2012

Meeting new clients efficiently

Zeitschrift:
Sales Excellence > Ausgabe 12/2012
Autor:
Eva-Susanne Krah
Meeting new clients sometimes can be a real challenge. Making use of the right expressions is therefore crucial. Here are some major expressions to help you find your way when it comes to meeting new important business clients. Before you meet a new client, ensure that you are well prepared. Better use a precise checklist for you to refer to and ensure you don’t forget anything important on the day.
1.
Research your client’s company website
a.
What former clients have they had?
 
b.
What partners do they work with?
 
c.
Who are their competitors?
 
d.
What is their main focus (product or service)?
 
e.
How many people do they employ?
 
f.
What is the company structure (flat or hierarchical?)
 
g.
Do they have any subsidiaries abroad?
 
h.
What is the name of the CEO and Chair of the Board?
 
 
2.
Choosing the suitable meeting place
a.
Decide on a place to meet: Should it be neutral terrain?
 
b.
Check your equipment: Do you have equipment etc that you have to show your client at your office?
 
 
4.
Circulate an agenda in advance to new clients, beware of the right agenda.
a.
Outline what points you think need discussing.
 
b.
Send it to your client and let him/her amend it.
 
c.
Re-send the amended version to everyone concerned in terms of topic, time and meeting partners who should be involved.
 
 
5.
Use Ice-breakers at the beginning
a.
Have a few handy ice-breakers ready to make your client feel comfortable from the beginning. Remember, it is up to you to put this person at ease so don’t be aloof or hard to connect with. Once you are both relaxed and have smiled, your talk will be much easier. Keep paying attention to special ranks or titles in advance, during and after the meeting — this reflects your sense of respect for new business partners and will create trust during the ongoing business relation.
 
 
6.
Make connections if they exist For instance concerning common business partners or friends for a smalltalk start.
a.
A typical phrase could be: „How long have you lived in New York?“ Or you both know another person: „How did you get to know Sam?“
 
b.
Refer to things which are about to happen or that have just happened. No one will tell you things they don’t want to, and showing an interest in your client as a person is crucial. If someone acts awkwardly about a question, you can always change the subject onto another topic.
 
 
7.
Prepare for mobile presentation If you think of completing your meeting with a slide presentation, make sure you use the right slides.
 
...

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