Time spent preparing for meetings with potential clients, writes Sally Schmidt in Make the Most of Business Development Meetings, will pay off: you’ll better understand what the company does and how you can help them, you’ll differentiate yourself from the competition, you’ll be in a better position to focus the meeting around the target’s needs instead of your own, and most importantly, you’ll increase your chances of landing the work. The best place to start your preparation? Schmidt’s practical advice:
Don’t talk too much. Even if this is a “beauty contest,” you should engage the prospect, make the meeting interactive and listen more than you talk. … The more the prospect talks, the better your chances of getting the work.
Read the post, then follow Schmidt’s advice to set yourself up for success at your next pitch meeting. You’ll be glad you did.
Recent Comments