Meeting Tips: 6 tips for making a good first impression in vital meetings

For any sales person, business principal, account manager or other business professional approaching client meetings is a time to make a good first impression. Aspects such as appearance and personality (and age, despite non-allowable prejudice), sway the initial proceedings for the meeting. So how can you eliminate as many of these negative initial reactions as possible?

Tip 1: Have an Agenda prepared.
Too many meetings either “shoot” off on tangents as you lose control, or last too long when your time could be spent on winning business. Many decision makers that you meet, will have little of the precious commodity of time. It is important to maintain a quality, structured meeting agenda so you get your ideas across and hold an efficient meeting. If you talk too much you will bore them. If you talk too little, you don’t get the message across. Strike a balance and above all, read the signs.
Write the agenda (where possible and appropriate) in good time and send it in advance, to everyone who will be attending. This will structure the meeting in a way to suit you and facilitate a path towards the “close”.
Tip 2: Small Talk.
As part of your agenda (don’t write this on any documentation sent to the client of course!) you should include small talk at the beginning. It can be deemed very negative to walk into a meeting and start pitching immediately. Understanding the individual you are to meet is crucial, so be observant. Channel small talk around a picture on the wall (football team maybe), a sporting link, an emblem on a tie, a crash helmet in the corner etc. Be creative!
Tip 3: Look smart.
You are an ambassador of the business you are representing. You should always aim to dress better than the person you will be meeting (but don’t tell them that!). A scruffy, dishevelled appearance indicates a dishevelled approach to business. Shiny shoes, crisp shirt, neatly pressed suit. When travelling, hang your jacket up, where possible – there is nothing worse than that creased jacket look!
Tip 4: Listen first, pitch second.
How can you expect to offer the best solution you can by pitching straight off? The etiquette for this tip is simple:
· Ask what their requirements are
· Listen to their in depth requirements
· Take the stem of your product/ service and tailor it to suit their business.
90% listening and 10% talking - you have 2 ears and one mouth, so try and use them in proportion.
Tip 5: Talk about the competition.
The minute a competitor’s activity is mentioned, good business owners and executives listen. If you can show that you have researched their market and competitors, it emphasises your company and it’s advantages.
Do not, however, malign the competition. Use the features and benefits approach. This is far more professional and sets you apart from “also-rans”.
Always give out 2 business cards – one for them and one for a colleague. That way, you ensure post meeting conversation and stand every chance of reaching true decision makers.
Tip 6: Follow up and close.
Clearly arrange a “close” and/ or a “follow-up” strategy.
“what day would it be best for me to call you?”
“when will you be making a decision?”
“how do you feel about the information I have given you today?”
“when would you be looking to take delivery?”

Peter Saunders
Director, 20th December 2009