|
Making an appointment with a client you don't know |
 |
 |
 |
as written by Leci, Senior Administrator, Corporate Services
Q: How can I get an appointment with a client I don't know?
A: The best way to set a meeting with a client that you don't know is to turn them into someone that you do know. The best way to do that is to research the client that you are targeting. Find out all you can about the company, the contact, and some of the challenges that they may face that your product or service will solve. After you have the required Intel, then it’s only a matter of initiating contact.
Remember that your initial contact isn't for you to sell your product or services. That initial contact is there to sell a meeting. The only way a potential client will agree to meet with you is if they see a potential gain in meeting with you--there has to be something in it for them. So for that initial contact, you are selling value, your value.
To gain that credibility, use your client's name and title (shows that you took time to investigate the company), identify one challenge that they may face in their industry and show how your company helped another company similar to theirs solve that particular challenge.
Throughout this exchange, you also need to be aware of what your potential client is doing and how they are responding. If you notice that their eyes light up when you mention that particular challenge, then you know that you've hit a nerve. ON the other hand, if they don't even look up from what they are doing, then it's time to change the approach.
All of this is predicated into turning someone that you don't know into someone that you do know. Gather your intelligence before making the approach and you should have no trouble getting a meeting.
Back to top> |
