Even the best sales and marketing pros can run into problems when it comes to first meetings with prospects. But there are ways to reduce the chances that problems will crop up.

It’s a challenge to compete for the upper hand. Sometimes there’s a showdown over who rules the agenda. Then there are times when prospects come out of left field with a question or a demand, or even try to turn the meeting into a marathon.

Here are two key tactics that can help you avoid these problems and stay a step ahead of potential customers:

• Setting meeting times that work best for you, and
• Making sure the first get-together is short and sweet.

Meeting times

There’s a tactic to quickly seize control of meetings: Ask the customer what time is good for them for the first meeting. Then, once the prospect commits to meeting with you, ask if it’s OK to move the appointment to another time — one that’s better for you.

Does this work? Yes. Generally speaking, prospects are very flexible about changing meeting times once the initial commitment is made — without being put off by the switch.

This gives salespeople the time and control they need to fully prepare for the first meeting with the prospect, along with a subtle nudge of momentum.

Short and sweet

Too many salespeople feel the pressure to close a deal at the first meeting. If that happens, great! But it’s rare.

Instead, set a more realistic goal for the first meeting.

Example: Strive to keep that first meeting with a prospect short and sweet. Let prospect know you’re not putting any pressure on him or her.

And good first meetings don’t always have to be conducted face-to-face. They can be held over the phone.

A brief agenda gives sales pros the opportunity to assess and prioritize the prospect, before tying up a lot of time courting them.

What are some of the ideas that have worked for you in making the first meetings with prospects a success?

Tags: agenda, close, first meeting, meetings with prospects, pressure to close