Either before or near the beginning of the meeting it is good to share an agenda you have in mind. How to get the agenda to work for you...
Ensure the agenda is from the client’s perspective
Clients do not really care what you want. They are focused on resolving their challenges and achieving their goals. So, the agenda should convey you...
Have done some homework on their industry and business
Are trying to be a “partner” versus just selling something
Want to listen and learn
Listen and learn first
Taking this approach will help you identify how you can provide value for the client and “navigate” during the conversation. Sample idea for the flow of an agenda...
Client’s goal(s) for the meeting
Initiatives/projects the client is focused on
Challenges they are facing
Your ideas that might provide value for the client
Agree on next step(s)
Get feedback on the agenda
Before you get the meeting going, “check in” with client for their thoughts on the discussion areas and sequence.
Enjoy more great starts to meetings and the opportunities you find!
Marc Kitz, Sales Coach
860-836-8979
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