As entrepreneurs, it is always important to know where you’re going before getting there, that means you must do your homework before you pitch. For many of us landing that one big account will help us achieve our quarterly goal, increase the company’s credibility and open doors for many other opportunities. Doing so make take up multiple meetings and phone conversations to solidify your foot-in-the door whether is a contract, project, or even growing your sales force.
Sometimes I will ask sellers or those pitching me what is your main objective with our meeting, some will tell me “to get your business” others will say “to learn from you.” Whether you’re selling to corporate companies or looking for potential investors it is important to move forward in steps. What exactly are these steps? To find out you must analyze the process and what are you looking to get from the relationship. Most important is how both parties will benefit from one another. It is crucial that after determining your main goal you plan and organize strategic ways to execute, because a great idea is good but one that is executed properly is better!
So now that you had this big meeting where do you go? What do you do? Follow these few steps that I recommend based on previous experiences:
1. Follow up: Often because of time constraints you will still have much to explore and discuss after your initial contact. It’s also likely you’ll need some time to think about what you’ve learned and come back with some ideas.
2. Meet with your colleagues ask for advice: Other people in your team can bring significant value to the sales process. You might want to set up a time for a conversation or meeting with those who you can give you guidance.
3. Create a plan of execution. Often many are always so eager to present new ideas that they forget the process of execution. Everyone has a great idea, but only few have a set strategy and are willing to do whatever it takes to execute.
4. Build a relationship: Don’t let go of the momentum, build a relationship with your client. Find out what she/he likes, invite them for coffee see what they have to offer. Sometimes they will not be interested in your project but remember that people will lead to people.
