In the world of B2B, a one-on-one meeting is your chance to leave a lasting impression and win the trust of future clients. A simple conversation can turn curiosity into loyalty when approached the right way.
In fact, your next meeting with a customer prospect could be the start of a lasting client partnership.
Make Your Meetings Matter
Especially in the early stages of launching your business, clear communication and setting proper expectations are essential.
You can also want to build trust and show you care about the prospect’s success, not just your own.
Below are some valuable strategies and points to consider to ensure a positive interaction when preparing for an important meeting with a new prospect.
Key Basics to Communicate
Services Offered
Clearly explain your range of services or products. This could include a variety of offerings, if you share them in a way that doesn’t overwhelm. Having clarity on what you offer is crucial to convey confidence in your services.
Tip: Don’t just deliver a one-size-fits-all sales pitch. Tailoring to your client’s needs will be more effective.
Operating Hours
Know your operating hours, including the days of the week and any flexibility you may have. Even if these details are subject to change, communicate your tentative schedule.
Location
Provide information about your business’s physical or virtual location. This helps your potential client visualize where and how they can access your services.
Contact Information
Ensure you have clear and accessible ways for potential clients to get in touch with you, whether that’s a phone number, email address, or business website.
Pricing
Be ready to discuss your pricing model for each type of service. If you haven’t finalized your pricing yet, the best approach is to say, “We are still developing our pricing list, but I will get it to you as soon as it is complete.”
Package Deals
Mention any deals or discounted rates you plan to offer for bundled services. Providing an incentive like reduced pricing for packages can make your services more attractive.
Framing the Meeting as a Dialogue
You may also choose to frame the meeting as an open dialogue.
Inform your contact that you are in the development and planning stages and would appreciate learning about their specific needs and current processes. This opens the door to building a relationship based on collaboration, rather than simply presenting your services.
By acknowledging that you will provide further information as it becomes available, you position yourself as adaptable and focused on client satisfaction.
Handling Questions
It’s common to get questions you may not know the answer to. For these moments, here are a couple of “pat” responses that will maintain your professionalism.
- If asked a question you don’t have a concrete answer for:
“We are still developing our [e.g., pricing list], but I will get it to you as soon as it is complete.” - If asked about something that may change:
“We are planning to [e.g., be open Monday through Friday from 8 a.m. to 5 p.m.], but that may change. If it does, I will be sure to let you know.”
Preparing Your Marketing Material
As you gear up for the meeting, it’s ideal to have marketing materials ready. However, if your pamphlets, brochures, or business cards are still in development, that’s okay.
It’s perfectly acceptable to inform your contact that your materials are currently in the creation phase, and you will send them once completed.
To create high-quality marketing materials quickly and easily, consider using Canva. Canva offers pre-designed templates, allowing you to craft professional materials yourself.
Additionally, if you don’t have a logo yet, you can use the Wix Logo Maker. This tool will help you design a logo that reflects your brand identity, an important element of your marketing.
Final Thoughts
Being prepared to talk about your services, pricing, and processes will instill confidence for the meeting. If you feel uncertain about one or more aspects of your business, you may want to reschedule your meeting appointment to allow yourself more time to solidify your offerings.
Every great business deal starts with understanding your audience, so focus on your prospect’s unique needs. Research their business before the meeting, then listen closely to their feedback. Keep in mind that a genuine and transparent approach can go a long way in building a strong business relationship.
Your ASBTDC consultant can help you develop your sales and marketing strategy and identify the best B2B and B2C prospects to target.