Cheatography
https://cheatography.com
STEP 1: Set the appointment
Introduce yourself |
Make sure it’s a good time to talk |
Explain why you’re calling |
Offer the client their WIIFM – What’s in it for me? |
Schedule a meeting at the client’s convenience |
Suggest a specific time and work it from there |
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Try to make it within a few days |
Explain how you got their name, especially if it was a referral from a colleague |
STEP 2: Do your homework
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Research the organization Overall mission
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Programs and initiatives
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Budget allocations
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Hot topics/current challenges and pressures
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Organizational culture
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Historical relationship with the Firm
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Research the client you’ll be meeting with Professional history
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Roles and responsibilities
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Current challenges
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Hot and cold buttons
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Historical relationship with the Firm
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STEP 3: Prepare meeting agenda
Identify the right people, right number of Firm participants to attend |
Determine your objectives for the meeting (“What do I want to get out of the meeting?”) |
Formulate questions that match your objectives |
Assess your ability to accomplish your objectives during the given time for the meeting |
Anticipate your client’s concerns |
Consider what next steps you might be able to offer and/or materials that you could leave with the client (“leave behind” items such as an executive summary or best practices matrix from unclassified client deliverables) |
Determine roles and responsibilities during the meeting (a best practice is to have two staff) |
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STEP 4: Conduct the meeting
Opening the meeting |
Establish rapport by adapting to your client’s style |
Throughout the meeting |
Manage the time against your objectives |
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Listen actively |
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Seek clarification of potential client needs/problems |
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Determine and adapt to your client’s style |
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Observe your client’s non-verbal cues |
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Assess your client’s interest/involvement |
Closing the meeting |
Summarize the meeting’s conclusions and commitments |
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Agree on next steps |
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Arrange a follow on meeting & determine who needs to be included |
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Thank the client for their time |
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Give the client your business card |
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Leave the client with materials that seem appropriate |
STEP 5: Follow up after the meeting
Thank the client again for his/her time |
Deliver on your promises for further information, meetings, etc. |
Offer additional information as appropriate going forward |
Determine if any additional Firm personnel are now need to get involved. If so, who, and what specifically would you like them to do? What information will they need from you? |
Determine what information you need from the other parts of the Firm and how you can find it |
Schedule additional meetings with the client and with additional Firm staff |
Give everyone credit who helped prepare for the meeting with the client, even though not everyone may have been present during the meeting |
Provide updated, relevant information to your team |
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