• Covid-19 – click here for the latest updates from Forum Events & Media Group Ltd

Posts Tagged :

Preparation

Forum Insight: The essential client meeting checklist…

800 450 Jack Wynn

A well prepared face-to-face client meeting can create a significant impact on the quality of existing and new business relationships; as well as vastly increasing the value of a company in the long term.

Conducting client meetings is also a viable solution to sustaining business longevity which, is primarily determined by the loyalty and commitment of its customer base. Therefore, by following our essential checklist, a strong focus on hosting productive client meetings could turn out to be the one of best investments you will ever make in your business…

  1. Do your homework

It’s worthwhile to spend some time researching your clients’ business: their strengths, weaknesses, competitors and challenges. Gathering as much information as possible before your meeting will give you the much-needed confidence to hold a strong conversation and proactively suggest appropriate solutions.

  1. Plan your meeting

Particularly at a Forum or Summit, it’s likely you will only have around 20 minutes to make a bold first impression, so don’t waste it! Make sure to rehearse answers to any potential questions you feel the client may ask, and you’ll then be ready to overcome any obstacle.

  1. Focus solely on the client

Your last meeting went really well, and the client has given you a brief. Put that meeting to one side – you already have a date set for the next contact. Don’t neglect the client sitting in front of you; their potential contract could be bigger than the last and it crucial to keep this focus. If the clients purchasing requirement is good enough for them to travel to the Forum, then the sales opportunity is good enough for you to give them your undivided attention.

  1. Watch your body language

Get it wrong and it will be a deal breaker. Be immaculately dressed; firmly shake hands and pay attention to how you sit or stand. Strategically plan your coffee breaks; don’t leave your stand five minutes before your next meeting – they may be five minutes early! Inevitably, first impressions always count, so talk to them like you mean it. Be enthusiastic about the things you are talking about; listen to what they say and ask as many questions as you can.

Forum News: 5 successful negotiation tips to implement at industry events…

800 450 Jack Wynn

Making the most of any time spent out of the office, and ensuring the meetings you partake in are as effective as possible, involves the expert ability of negotiation, which can make the difference between triumph and disappointment with what you set out to achieve.

  1. Look, Listen & Learn: If you talk too much, you won’t learn anything. Be the investigator – ask lots of open ended questions. Allow the other party to talk; then all you have to do is sit back and take notes to help with your decision.
  1. Be assertive: Ask for exactly what you want. Differentiate being assertive and aggressive; it’s getting to the point more quickly and looking after your business needs. Challenging everything is fine too. We all know both parties need to negotiate to formulate a win/win situation; however there are scenarios when companies really are just looking for a higher ‘cut’ rather than a long term profitable partnership, so it’s best to challenge everything to ensure you are getting the very best deal.
  1. Preparation is king: Have you thought about everything you need before you enter the negotiation as well as what the other party may be looking for? You can’t possibly make accurate decisions without fully understanding both sides of the agenda.
  1. Convey optimism: Entering any negotiation is an exciting process, so it’s important to show that you’re excited and be positive about the transaction. People who are optimistic, usually achieve more by expecting more. Suppliers would ask for more than they expect to receive and buyers offer less than they are willing to give – that way everybody walks away happy with the end result.
  1. No need to rush: The best negotiators most likely own the distinctive patient gene. If you rush your meeting, planning or negotiation, this is when mistakes will be made. Be flexible with time and if any steps to the negotiation are hurried, concessions will be made and the deal left on the table.

 

To utilise these tips, contact the team to discuss your attendance at this year’s Total Security Summit on October 17 & 18.