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How To Nail Your First Prospect Meeting: A Step-by- ...
ibisworld.com
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Study up “Before you even think about shaking hands, research your prospective client.” By researching your prospect’s industry, you can identify current trends and developments that impact their business, and position your product or service in a way that aligns with their needs. This makes your offering more relevant and appealing, and gives you a better chance of closing the deal.
Study up “I like to deep-dive into their background, find out what’s going on in their industry landscape, and try to understand their unique challenges and specific needs.” By researching your prospect’s industry, you can identify current trends and developments that impact their business, and position your product or service in a way that aligns with their needs. This makes your offering more relevant and appealing, and gives you a better chance of closing the deal.
To access a step-by-step guide to preparing for your first meeting with a prospect, download the template above. You can use this guide for each new meeting and maximize your chances of success! “That first greeting and the initial words exchanged are more than formalities; they are vital to establishing trust and credibility.” In corporate sales, excelling in your first meeting with a prospect is like laying the foundation for a solid structure. Not only does it have a lasting impact on future interactions with that prospect, but it goes a long way to establishing that you understand their needs and know how to address them. As the SVP of Business Development at IBISWorld, with over 15 years of experience in prospect interactions, I've learned that trust is the cornerstone of successful business relationships.