Efficiency and results are key to a successful sales team. These 8 tips will assist you in reaching both of those goals. You can you use these same tips when conducting an initial consultation to see if a potential client is a good fit for you.
#1 BE ON TIME - BE ON TIME - BE ON TIME!
If your meeting is face to face, leave earlier than you think you need to (assume there will be 3 school zones, stop-and-go traffic and a slow garbage truck with all the time in the world in front of you). It means a lot to the client when you are there, ready and waiting, before they arrive. If it is a zoom call (and if you aren't using zoom for sales calls it's time to jump on board!) log into the meeting link a couple minutes before it starts. Basically... don't leave the people waiting!
#2 Speaking of time, keep meetings within the pre-agreed upon time frame.
If you set the expectation on the front end that your meeting with be 45 minutes, keep it to 45 minutes. Surprisingly, this shows your potential client that you not only respect their time but also that of your current clients that want the same amount of prompt attention. This also saves you from being stuck in a meeting with Chatty Kathy who wants the rest of your afternoon to "pick your brain" or just to have coffee when they actually mean consultation.
#3 PAY ATTENTION!
By all means necessary do not multi-task, read texts, or answer the phone. In fact, it is a good idea to go ahead and put your phone on Do Not Disturb mode. This reinforces why #2 is so important. You are demonstrating the kind of attention you give to your clients.
#4 Avoid getting overly personal.
Yes you want to make a connection but don’t go into how you were on toilet all night after eating Chinese food, nobody needs that much information.
#5 Stay in your lane.
Why is Beyonce so incredible? Because she has completely mastered her art form. Don't try to be the jack-(or Jane)-of-all-trades. Master what it is that YOU do and establish yourself as the expert, and know when to refer out to other professionals.
#6 Go on a fact finding mission.
Listen and pinpoint their problem or pain before assuming you have the solution. It may feel like you can help everyone but really dig into the why and listen more than you speak.
#7 Set an action plan.
When will you speak next? What needs to be done in the meantime? Decide on all the details now instead of saying "I will call you in a few days."
#8 In a few hours, send a summary about what was discussed.
There is a great template for how to craft the perfect follow up email (hint: it's direct, to the point and eye catching).