You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there.
That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through.
Maybe it’s something you’re doing, or maybe it's something you’re not doing! In our next three episodes, we will be covering all things “first meetings”. We will be going over a checklist I created and thinking through what's happening in those first meetings and what we can do to make sure they’re turning into those quality opportunities that we’re looking for.
Now, let's go over a few of those points:
#1 Are you truly meeting with your ideal customer profile?
#2 Are we having the right level of conversation for who we’re meeting with?
#3 Are you carving out 10 minutes at the end of the meeting to agree on the next steps?
#4 Have you identified a big enough problem to work through with the prospect or that's big enough for them to be excited to fix?
#5 Have you been able to articulate a future for them to move towards and get excited about?
#6 How have you spent your time in the meeting? Sometimes we’ve pitched too much in the time we’ve carved out for the meeting
#7 Are we asking great questions during the explanation of what we do?