All right, after a successful B2B telemarketing call to business executives, you end up with a meeting with them. Now, a business meeting with potential sales leads may not have to be in person. It could take many forms, like another telephone call, a video conversation, email, or perhaps a myriad of other things that marketers do these days. What never changes, despite all this variety in B2B appointment setting, is the process of actually discussing business with your prospects. You have to know where to start, as well as figure out what you need to do before, during, and after meeting with your prospects. That can spell all the difference in your marketing campaign. So, how will you do that?
- Do your research – before you meet with your business prospects, you need to do your homework with regards to their interests. Study their industry, the kind of markets they serve, what products and services they offer, as well as the problems they face. You just cannot step inside the office and speak things at the top of your head. That would be a real disaster waiting to happen.
- Never assume they know you – many a failed business meeting with prospective B2B leads can be traced to the simple assumption that the prospects already know you and your business. Be graceful enough to introduce yourself and your company. Help them connect your name to your business, and then go straight to the point.
- Present proof of credibility – once the meeting has started, you should show your prospects proof that you know your business. Focus on the problems that these executives face in their business. Try not to sell them anything yet, nor focus on the features and benefits that your solution provides. This will give them more reason to trust you.
- Ask intelligent questions – you see, asking a question, and asking the right question, are two very different things. The former will indicate that you do not know anything about your prospect’s problems. The latter shows your intelligence and that you are determined to find the right solution to their problems. It will not take you much to figure out which one will work.
- Talk less and listen more – when you are in a business meeting with B2B lead generation prospects, you should take this as an opportunity to learn more about them. You should talk, when you have to talk, but leave most of the talking to them. Surely, they have a lot to say about their business and what they need.
- Put value in your talk – you should be able to add something to the business discussion, something new and intangible that your prospects would want to hear about. It may not seem that much to you, but business executives value that.
- Conclude the talk – whether you have closed the deal with them at this point, or if you need to have more discussion, you should have this ironed-out during your current meeting. Be clear and concise with the details.
Once you mastered these steps, it would be easier for you and your lead generation team to handle business executives in a meeting.
