The client has agreed to a business meeting, is obviously interested in your product and everything is going like clockwork. However, at the meeting, he surprises you with an unexpected question or the price offered seems too high. Read on for tips on how to react and close the deal successfully.
Preparation before the meeting is important
The first step to a successful business meeting is thorough preparation. Find out all the information about the client, get an overview of their business and how your product could help them. We have written in detail about advance preparation in a separate article.
But now we're going to take a look at the business tricks you can use right at the meeting to succeed.
1. Focus on benefits instead of features
The client is not interested in an exhaustive description of the product or service. Don't force products on the customer, but listen to them and explain the benefits they will get from buying the product and how it will help them solve their specific problems.
If possible, don't just talk about the benefits, but show them, or better yet, let the client try the service or product.
2. Don't talk about competition
How does it affect you when someone brags about someone else? Now imagine that in a business meeting you keep saying that your services are cheaper, more reliable or simply better than your competitors. You won't win the customer over, and they'll probably start wondering if the competition will be better if you're being so definitive about them.
3. You determine the price of your goods
If a client doesn't like the price of your products, don't immediately talk about a discount. You won't convince them to buy, rather you are discounting yourself and not acting professionally. Try to justify the price so that the customer understands the benefits of the investment.
Tip for you: if price is still a barrier for the client, offer a payment spread or a free bonus instead of a discount.
4.Take your client seriously
Throughout the meeting, let the client know that their opinion is important to you. Never make light of their questions or concerns, even if they are snide or irrelevant. Be professional, calm and explain everything patiently. The client will see that they can rely on you.
5. Know your limits
Despite thorough preparation, a client may surprise you with an unexpected question. Answer directly and without diatribe so the customer can see that you know what you are saying. If you are unsure or don't know the answer, admit it. Similarly, don't be afraid to say that you can't meet some of the client's requirements. You won't lose their trust and they will appreciate that you are dealing fairly with them.
6. Watch out for appearances
Come to the meeting with a greeting and introduce yourself, start with small talk and then move on to the meeting itself. Speak politely, just loud enough and not too fast. Think about body language and watch out for disapproving crossing of arms in front of your body or nervous crumpling of paper in your hands. Maintain eye contact with the client. These may be small things to you, but each one adds plus points in the client's eyes.
End the meeting by agreeing on next steps
Before you leave the meeting, make sure your client knows what will follow. Who has what tasks, how the business will continue, what they will get for their money.
Save your notes from the meeting right after the meeting. Our RAYNET CRM will help you keep your client information in order. It keeps your contacts, all client communications and other important documents together.
