The great news: you’ve got a meeting with a decision maker at a top company that would be a great client for your service.
The challenging news: she doesn’t know much about you, your company, or what you do. It’s a “cold” meeting but when you (or someone from your company) called her she agree to speak with you to hear what you have to say.
Unlike meetings which the decision makers themselves request, you don’t yet know what kind of interest or need there might be in your service. You’ve got to work to find that out. And, unlike meetings you might get through referrals, you don’t have much credibility or connection yet with this person.
Oh, and by the way, the meeting is in two days.
RainToday.com’s latest webinar, with John Doerr, President of Wellesley Hills Group and Contributing Editor to RainToday.com, will help you turn your “cold meetings” into great successes and great sources for new business. You will learn to lead cold meetings confidently and increase the odds of positive outcomes.
Specifically, you will learn how to:
- Perform the right research and prepare for the meeting
- Determine whether you need a “presentation” and, if so, prepare that presentation for the greatest impact
- Set realistic pre-meeting expectations and goals
- Employ the 3 keys to establishing credibility and a peer relationship with the prospect
- Craft your three-minute meeting introduction and reply when the prospect says, "Tell me about yourself?" Best of all, learn to deliver this brief overview without sounding stilted or contrived
- Establish rapport with the prospect
- Ask high impact questions that get the prospect talking and uncover needs in the area where you can be of help
- Use the secrets to successful follow-up to your best advantage
Cold meetings start just as their name suggests: cold. But you can, indeed, warm them up and make them a core part of your business development success.
This may not sound like the most exciting proposition, but the gray cloud of cold meetings is truly lined with gold if you can turn those meetings first into relationships and clients.
About the Presenter
John Doerr is Founder of RainToday.com and President of the Wellesley Hills Group, a leading firm focused on marketing, sales, and overall revenue growth for professional service businesses.
John is an expert in the areas of lead generation, marketing, and sales for consulting and professional services firms. His most recent research includes, Fees and Pricing Benchmark Reports: 2008, What's Working In Lead Generation, and How Clients Buy.
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Presenter: John Doerr
This webinar was broadcast on July 29, 2008
Duration: 90 minutes, including a 30-minute question and answer session
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