Government Connections - Spring 2012 - (Page 18)
Top 10 Tips
When Meeting With A Potential New Client
By Dori Laack, CGMP
THE FIRST PERSON-TO-PERSON
meeting with a new client is a lot like a ﬁrst date. There are key elements in building not only your reputation as a supplier, but also as a professional sales person with that government meeting planner. This is your opportunity to put your best foot forward and lay the foundation for a successful long-term working relationship. No matter how seasoned you are in your profession, it all comes down to the impression you make face-to-face. Meeting planners and suppliers are both potential clients. One must choose carefully who they work with at all times so no feelings are hurt and time is not wasted. You want to master professionalism, inspire confidence and instill trust in your new client so they know they are in the best hands in the industry…yours.
Plan and Prepare: Know his or her business – research the government agency, its profile, meetings/conference history. Determine needs/wants/value: Planners and suppliers need to create an opportunity for a partnership in order to do business. Set yourself apart from the rest; know your competition. Set an Agenda: Planners and suppliers need to know the purpose of the meeting. Be Punctual: Being on time goes hand in hand with precise attention to detail. (Send a meeting reminder and select a location and time that fits the planner’s schedule.) Be Nice: It’s showtime – warm smile; firm but friendly handshake; speak with energy and confidence. Listen: As salespeople, we love to talk, but the best salespeople are the best listeners. They close more business, ask the planner
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Table of Contents for the Digital Edition of Government Connections - Spring 2012
Travel Tips & Trends
Good to Know
Dieting on a Per Diem
Navigating the NEC Expo
Getting to Know You
Building Strong Relationships
What Do You Do?
The Meeting Minute
Government Connections - Spring 2012