what do we need to do next to keep the customer healthy? get a high-level overview of the lead to gauge how well they match your ideal customer profile. the process should lead back to and align with their ideal outcomes as closely as possible. what features, processes, or aspects of your product does the client need to understand during the customer onboarding process? how can we mitigate these risks create a list of takeaways for both your team and the customer. make sure you capture these questions to understand what the customer needs to know, and how you could improve your pitch next time.
that would allow other team members to gain an up-to-date, accurate understanding of the prospect. are there any other discussion points you should note and share with colleagues? what are the steps required from each of us to accomplish this? your customer should feel like they are a part of the process, whether that be the sales process or ongoing customer partnership. for sales prospect meetings, the agenda gives the customer confidence in what will happen during the meeting, and provides a roadmap to the salesperson, so they can focus more attention on who they are talking to. find out what motivates your sales team by getting to know the individuals on your team. ultimately, the meeting should be about what you value in your company, and what your sales team needs most to succeed in closing more deals.
i had created a number of template agendas – i chose the most appropriate one and personalised it for each meeting. the other benefit of this template was that it contained reminders of issues i needed to cover. notice that there is no specific point for me to talk about my practice – other than at point 5. there is little point in starting such meetings with a summary of you and your firm’s background.
instead, after the briefest of intros (especially if you have a colleague or staff member with you) encourage the prospect to talk about what’s on their mind – as prompted perhaps by some of the agenda items – it’s not set in stone, just may be helpful. you can get links to each of my new blog posts in weekly magic of success emails. you can join the thousands who get this each week by signing up here now>>>> each week mark shares insights, tips and advice for accountants if you are looking to the future as regards your practice, department or career.
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