To get the low-down on the whole crowd, ask for the meeting attendees in advance, then do a quick web search. So, there’s a good chance that everyone in the room will have a vote in the final purchase decision. Most purchases are now group decisions, with an average of nearly seven decision-makers involved in a typical B2B transaction. And we’re talking about a lot more info than the details on your primary contact. When you know your audience you can tailor the message and better steer the meeting. Get a Head Start on Meeting Preparation.Step 3: Plan the Agenda to Support Objectives.Step 2: Set a Main Goal and Objectives for the Meeting.Step 1: Research Each and Every Attendee.Try these five preparation steps before your next face-to-face (or even video chat) and see what a difference it makes. In this environment, making the most of each and every appointment is critical.īut how? The best place to start is thoughtful planning.
Indeed, in one study, for every 330 calls made only one appointment was set. In fact, 95 percent of respondents to a Harvard Business Review survey said face-to-face meetings are essential for gaining and maintaining long-term business relationships, and 89 percent believe face-to-face meetings are critical for “sealing the deal.”īut in an era of texts and voicemail tag, it’s notoriously difficult to secure that initial in-person meeting. But nearly everyone agrees that there’s nothing quite like a face-to-face meeting to build relationships and close deals. With tools like Skype, GoToMeeting, Zoom and even FaceTime, we can connect with clients in an instant, from anywhere. Along with many other aspects of our lives, the internet revolutionized the business meeting.
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