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10 questions to ask before your next client meeting

Written by: Ross Fattori

Article Overview: Ideas that could help to make your next client meeting more productive.

10 questions to ask before your next client meeting

Popular TV personality, Phillip McGraw (Dr. Phil), once said that, in a court of law, winners aren't necessarily decided by who has the best case. Rather, winners are decided by those who are better prepared. At one point in his career, MGraw ran a trial consulting firm that helped plaintiffs and defendants prepare their cases for court. That's how he came to know Oprah Winfrey.

Being prepared is critical to achieving success in business - especially in sales. Here's a list of 10 questions that could help to make your client meetings more productive.

• 1. What essential problem does your client want to address?
• 2. Are there any new developments / announcements within your client's business or industry that you should know about?
• 3. Has your client recently been promoted or given new responsibilities?
• 4. How are current economic conditions or competition affecting your client's business?
• 5. Did any issues arise from a previous meeting that you could address now?
• 6. What is the main purpose of this meeting? Introduction? A commitment for an order? Relationship-building?
• 7. Have you got rough numbers, visual aids and product samples ready to present if circumstances require them?
• 8. What single idea could you share with your client that could help to improve his/her business?
• 9. What information would you like your client to share with you?
• 10. Do you know your product or service inside out?

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Article Tags: Dr Phil, Oprah Winfrey, TV personality



Related Forum Posts
Re: Marketing and PR ideas related to a Credit Organization - Hello GT Bulmer! I will answer your questions with great pleasure. As we use face to face marketing, our credit agents meet our customers very often, so it isn't problem to inform them about any action or meeting and stir them to come to the meeting area. And what about visual aids- i think i don't need to use them. Because in my opinion presentation will not be interesting for them at all. I think we have to organize a concert (or an interesting action) for them, to give some prizes, to make them have a wonderful time, but do it in such an original way which will make them to remember our organization and to become very loyal to our services. That is why now my aim is to invent such an original action which will be possible in villages. Thank you very much for feedback!
Weeding out Freebie responses - Hi Kevin, I think you have hit on a very interesting challenge. I have found that by really narrowing down who we want to talk with, we can come up with a custom thank you/appreciation gift or prize. That way, we only get a limited number of people who just want the prize. Another way around it, is that by completing the survey, they are entered into a draw for a prize, and not necessarily win. This I would do in a very limited way, or with a much larger audience in order to keep costs down. REgarding your question about how many times can you ask....well, I would say once a year for your current client base. And once for a new prospective client base as well. That's why its so important to ensure you ask all the right questions up front. Cheers
Re: How do you overcome the fear of rejection while selling? - If you are prepared and know what are your primary and secondary goals before you call (or visit) your potential client - you will feel less fear and more confidence. Draw them in – open them up. At the end of every statement, ask for their approval or observation. Get the potential customer into the repetition of approving every step that you take. Target the benefits of your product and not the features. Use “W” – open them with questions starting with a “W”. Why, who, when, what are all questions that lead to a response. And follow with “Is that OK?” And remember - people are rejectiong your business proposal, not you personally.
The 11-7-06 NEFA Meeting went very well! - The NEFA meeting held Tuesday November 7th went very well. The meeting was very well attended and Mary Tomzack of FranchiseHelp, Inc. presented her unique perspective in regards to franchising. Mary also distributed a copy of her book, "Tips & Traps of buying a franchise". The next NEFA meeting is January 23rd, when the IFA Chairman "Doc" Cohen, an American Cookie Company multi unit franchisee with make a presentation. I'll post more information when the date gets closer. Thank you!
Re: [JOINT VENTURE] Want FREE Staff? Want to Scale Up Massively? - Hi JV, Really interesting offer. However I have 2 questions. 1) Credentials? Any website? Any client list? 2) Where do you get your staff from? How? I mean if i really am going to hand over a lot of sensitive information to be handled by staff of your choosing, I'll need to know how you operate with total transparency.


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