To me marketing has one key aim of creating a process. A process of turning a suspect into a prospect into a client. There is a multitude of ways to deliver effective marketing, but getting that initial meeting should a core objective of the process.
When you get that meeting and start to plan the first visit to that prospect you’ve tried so hard to meet, you immediately have a decision to make – how many people do I go to the meeting with?
I mean, do you “fly solo” and rely on your interpersonal skills, charm and outright wit or do you take another team member in case the person you’re meeting doesn’t fall under your spell?! There are arguments for either of these options, but keep in mind that personal chemistry is always a crucial element in any relationship so maybe go with others if you’d like more than one bite at the cherry.
If you do take more than one person, any follow up should always be pursued by the person who gelled the best or could better offer the requite expertise. If you decide to go on your own (or you are part of a team of 1), the person you’re meeting HAS to buy you as much as the organisation you represent.
Remember your work shouldn’t start when you are in a room with him or her. It should start with doing your homework in advance of the meeting. Google makes desktop research very simple and it is very likely that the prospect has a website and social media accounts for you to review. You need to know as much as possible.
In fact, right up until the meeting itself, you can still collect valuable information about the person and company you are about to meet: the in-house magazine on reception, the plaque on the wall, the POS material, the reception screen, the receptionist etc etc. When about to meet an organisation in London, I happened to be in reception with someone else seeing the same company. The company he was from I just so happened to know and he said that this company was one of their clients so I dropped the mutual friend into my conversation with the CEO!
But it all starts in earnest with that initial handshake and then that walk or journey to the meeting room. Make the handshake firm and do your best to build rapport as quickly as possible. You may pick up personal details that can be used in a follow up, e.g hobbies and interests. Again, the same applies as you leave – the conversation as you walk back to reception can provide further insights.
I’ve had the odd surprise when making a visit like – “our CEO is going to join this meeting” or “I know we discussed ABC in our emails, but I’d like you to cover XYZ as well please” or “really sorry, but I’ve only got 15 minutes instead of the 45 we agreed.” Whatever the surprise, deal with it. Be confident and enthusiastic and deliver the core elements and key messages you aimed to deliver before the visit.
First impressions can make all the difference on your visit!