Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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First, it seems too sales-like for me. Second, it gives me a great excuse to follow up
later. I usually leave my purse in the car (it’s just a problem). I never take a pager
or cell phone into the meeting either.
During Your Sales Call
In Chapter Seven I provided you with a few things to think about before your sales
call. Let’s review them. First, remember to use the individuals’ names when you
meet them. A firm handshake and a solid greeting will start you on the right foot.
Again, forget the brochures and the business card. Focus only on your client.
Remember the letter you wrote in Chapter Seven? You connected your company
with the client in that letter. Now weave that same thread during the meeting.
Ask questions to learn as much as you can. You should spend twice as much
time listening as talking. Be a good listener. Listen for understanding. Read between
the lines. Does the client mean what was said? Remember that there are always
two messages in every statement: the content and the intent. Also read the
client. Take cues from what the client says and does to determine whether to make
small talk or get right down to business.
Ask pertinent, thought-provoking questions. Use the list of prepared questions
based on what you know about the situation. If others attend the meeting, greet
and address them by name as well. Make a personal connection with each individual.
If more than three people attend the meeting, I subtly make a seating chart
with their names on my notes. This gives me an accurate reference without worrying
about remembering everyone’s names throughout the meeting.
Exude self-confidence without arrogance. Your firm handshake, appropriate attire,
and high-quality materials will project a professional image when you arrive.
You will continue to project self-confidence with your body language: good eye
contact, a pleasant demeanor, and confident posture. The client will most likely
ask you about your past experience. If you provide examples and relate similar situations
rather than use a string of superlatives, your expertise will shine through.
Be careful that you do not give too much detail or sound like you have a rehearsed
speech. You do not want to use up your precious time.
I remember a sales call I made with a client whose office was over one thousand
miles from our office. When I arrived, we started out with small talk. Bill told me
Marketing Your Consulting Services