Tip 9 – Don’t Overrun.  A long meeting isn’t always a good meeting. You should know in advance how much time you have, and the client may be on a tight schedule. Often a Marketing Director will have their day booked out with back-to-back hour meetings and...

Tip 8 – Develop an eye-catching presentation.  Sometimes the best meetings don’t involve you even opening a laptop as this can allow for free flowing discussion. But it’s always important to be prepared, as many clients will insist on this as a...

Tip 7 – Make sure you understand where you are in the cycle.  It is always important that you understand what stage you are at in your sales cycle. As examples, your meeting could be any one of:  First meeting –...

Tip 6 – Have a good structure  If this has already been discussed in communication prior to the meeting, then it is good idea to repeat this in your opening to make sure expectations match up, particularly if the meeting has been booked by someone who is not...

Tip 5 – Introduce yourself!  This may sound obvious, but it is surprising how often this is skipped. Make sure you let the client know who each of you are, your background and what you do within the company. It’s a good chance to sell yourself, add personality,...

Tip 4 – Be punctual and be prepared.  Turning up late will immediately give a bad impression. Arrive at least 15 minutes early. You may only have a short period of time to win over a client and turning up late eats into this. If you cut it fine then you will miss...