You’ve put the phone down, thrown your notebook in the air and grabbed your jacket to head to the bar for a celebratory drink. The meeting. Is. Booked.
But before you get carried away, rattle through this checklist to make sure that when the time comes, that meeting turns into a sale.
☐ The Handover
First and foremost - email intro your AE, give the meeting details and re-cap how your solution will solve the problems discussed on your call. You’re unlikely to forget this step, but with the excitement of booking the meeting, you might forget to add the relevant detail and personalization. Take your time, and intro well.
☐ Connect on LinkedIn
Support your email with a LinkedIn message to your prospect, to maintain rapport. Something along the lines of; “It was great to chat to you and I’m excited to see what we can do for you. I’ve sent you an email…”. We all know that deals are more likely to close when multiple stakeholders are involved, so find out who else in the company might be facing challenges that your product solves. Let them know about the meeting with their colleague and see if they’d like to join.
☐ Prep the AE
The sale’s not closed yet. Prep your AE as well as possible, with all the info they need for a good call - company, contact, role, current pains and challenges, any competitors involved and renewal dates. There really is no such thing as too much information here.
☐ Log EVERYTHING
If you’re using call recording or conversation intelligence software, your call will be logged to your CRM automatically, but if there’s anything else worth noting, get it all in the account file. If nothing else, you might as well document your success as well as possible, right?
☐ Plan Engagements
If the meeting is over a week away, plan to drip feed content that will keep you top of mind until the day. The more new insight and information you can give the better, to avoid just sounding like a broken record. Think case studies, reviews, use cases, and feature announcements - but make them relevant to the prospect.
☐ Get Reminding
The day before or morning of the meeting shoot over a reminder, the prospect and your AE will thank you for it. Set out the agenda and what the prospect will learn on the call. This is the perfect point to add a little sparkle, with a free gift or coffee voucher.
☐ The Game Changer - Review Your Call Recording
Use your conversation intelligence platform to review what went well. It was a success, so celebrate and learn from what you did. Share snippets with your team and engage in some peer-to-peer coaching to see them succeed too.
…..And now you can go to the bar. Well done, you.
If you’re ready to continue your success, check out The Top 20 Attributes of a Successful Salesperson
Shelley Lavery is the COO and Co-Founder of Jiminny, the leading conversation intelligence and sales coaching platform that helps companies maximize their revenue. With over a decade of experience in coaching B2B sales teams, Shelley was previously Group SVP of Sales at Reward Gateway now leading the conversation intelligence discussion with expertise and insight.
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