Here is an example script for a first meeting. Remember - this is not designed to be followed rigidly, rather to give you a starting point so you can start undertaking meaningful conversations quickly.
You have two goals in this meeting:
- Discover as much as you can about the customer
- Be allowed back.
You should not focus on selling in this meeting. If your customer presents strong buying cues, you can engage them but do not rush into it. The more information we have, the more we can direct conversations and build our unique value to the customer.
If possible, identify a reason to meet again and schedule another meeting before leaving.
Meeting Script
Introduction:
- Hi, it's a pleasure to meet with you today. I'm [Your Name] from [Your Company]. I look forward to learning more about [Client's Company] and exploring how we can collaborate. Before we dive in, is there anything specific you’d like to discuss in today’s meeting?
1) Company Information:
- I’d love to hear more about your role at [Client's Company]. What are your primary responsibilities?
- Can you give me an overview of the size of your team or company? Approximately how many people work at [Client's Company]?
- Regarding procurement and vendor decisions, do you play a role in deciding where purchases are made for your company?
- What are the key factors that drive these decisions? Are specific criteria or values guiding your choice of suppliers and partners?
2) Other Partner Information:
- I’m curious to know about your current partnerships. Could you share who some of your other key vendors or partners are?
- What aspects do you appreciate most about these partners? Are there particular strengths or services they offer that you find valuable?
- When it comes to selecting a partner or vendor, what factors are most important to you and your company? Is it reliability, cost, quality of service, innovation, or something else?
3) Company Goals for 2024:
- Looking ahead, what are some of [Client's Company]'s main goals for 2024?
- How do you envision achieving these objectives? Are there specific strategies or initiatives you plan to implement?
- In relation to these goals, are there areas where you foresee potential challenges or where you might require additional support or resources?