You’ve identified the perfect product or service. You know that your price is right. You know your target audiences but how do you get a meeting with them and let them know about you? Here are some tips to get a face to face appointment with a potential customer.

The most effective situation is when you know the name of the person you need to speak with, or even better, you have received a recommendation to contact them (referral).

Firstly, conduct your own research of the contact, their business and industry and be prepared before you call (use Google or speak with other suppliers). Also, find out if there are times to avoid ringing – it would be unwise to phone a busy restaurant during lunch time and ask to speak with the head chef.

Cover the following points in your initial call “Hello Barry, my name is Megan Walker from Market Savvy, Scott from Archer Gowland suggested that I give you a call about increasing your brand profile, which is an area that we specialise in. Is now a good time to talk further?”

If they are busy when at the time of your initial call (more than likely), make a date and time to talk by phone. Ask for their email address and send a meeting confirmation with your company profile / link to your website. This will position you as an important person to talk to and give them time to prepare. Ring at the designated time and confirm that they are right to talk. Start by letting them know you understand their business and ask them about their current situation and what they would like to achieve.

If the phone call is sounding like you are genuinely the right person to assist, let them know how you could help them and ask for a time to meet in person to share some insights regarding what is working well in their industry and give them a chance to assess you. Make a date and time. Also, ask if other key decision makers can be present so you can provide them with useful information as well. Confirm the appointment the day before the meeting so it is a priority for the contact.

Be well prepared for the meeting – research the company, bring useful information for your contact, demonstrate how you have improved the similar situation of others and let them know how you would help them. Make sure you ask key questions and do more listening than talking (remember it is about them).

Learn how to secure appointments (with and without referrals), build your own sales plan, gain confidence, know what to say, learn how to negotiate and close successfully at “Savvy Selling Skills for SMEs” on Tuesday 21 February www.marketsavvy.com.au/events. A half day, high powered workshop for business owners.

For more information, please call me on 07 3899 8335 or megan@marketsavvy.com.au.

Kind regards
Megan Walker