{"id":3848,"date":"2016-09-06T16:43:00","date_gmt":"2023-10-18T16:43:08","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3848"},"modified":"2023-10-18T17:35:54","modified_gmt":"2023-10-18T17:35:54","slug":"4-steps-before-meeting-a-prospect","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/4-steps-before-meeting-a-prospect\/","title":{"rendered":"4 Steps to Take Before a Meeting with a Major Prospect"},"content":{"rendered":"\n

You\u2019re in your finest business attire, and you just introduced yourself to your prospect\u2019s executive assistant. In 10 minutes the meeting will start, and you have the opportunity to speak to the person who may be responsible for one of the biggest sales of your career. A lot has led up to this moment, and you\u2019re confident and ready.<\/p>\n

No one lands a meeting with a major prospect by accident, and you\u2019re no exception. With a lot of hard work, determination, communication, in-depth research, as well as countless rejections, some salespeople spend years putting in the effort before they\u2019re rewarded with an all-too-brief meeting with their sales target.<\/p>\n

Once the meeting is in the books, it\u2019s time for four more important steps. Before you step foot into the foyer of your prospect\u2019s office, and before you exchange pleasantries with the executive assistant, make sure you\u2019re completely ready to maximize your time\u2014and your prospect\u2019s.<\/p>\n

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Two Weeks Prior<\/h3>\n

Leading up to your prospect agreeing to this meeting, you\u2019ve read, researched, and otherwise studied their business and professional life. You know what your prospect needs from your company and how you can help them reach their next benchmarks and goals. You\u2019re an expert on your prospect\u2014if you weren\u2019t, this meeting wouldn\u2019t be happening.<\/p>\n

Now it\u2019s time to take your expertise and work it into detailed, yet concise statements. You have to anticipate their questions and have answers ready. No professional wants to listen to someone ramble on or speak inelegantly, and this is where you set yourself apart.<\/p>\n

Rehearsing doesn\u2019t mean memorizing. That would make your responses sound insincere. However, rehearsing will make you feel and appear prepared, and will help you maximize your time. You can also ask a coworker or manager to do a dry run with you so you can get feedback on your word choices, tone, and body language.<\/p>\n

Two Days Prior<\/h3>\n

To keep your stress level down the day of the meeting, and ensure you have plenty of time to arrive, you must plan your travel. If you use public transportation, have a back-up plan. If you drive, know where you\u2019ll park and if you need to pre-pay. Find out how far you have to walk to the building and the route you\u2019ll take to reach your prospect\u2019s office.<\/p>\n

It may be impractical (and a bit awkward) to test your travel plans a few days before the meeting, but if that\u2019s an option, time yourself so there are no surprises the day of your meeting.<\/p>\n

Twenty Minutes Prior<\/h3>\n

Arrive at the building and find a restroom. Freshen up, drink some water, stretch, and take care of your final preparations. Try to arrive and greet the executive assistant 10 minutes before the meeting. Your goal is to feel fresh, focused, and ready as soon as you enter the office.<\/p>\n

Too Little Time?<\/h4>\n

Sometimes you don\u2019t have much time before a meeting with a major prospect, especially when they\u2019ve fit you into their busy schedule on short notice. In this case the timeline is condensed, but still relevant.<\/p>\n

Before the meeting:<\/p>\n