6 Mistakes That Could Ruin Your Meeting with a Corporate Leader!

Are You Truly Respecting Their Time?

When you meet with a corporate decision maker, are you thinking about what might waste their time? Starting with this mindset sets you apart from the mass. Most people are swamped, stressed, and managing an impossible load, often juggling projects and meetings with barely any downtime. You can’t afford to make their lives harder.

I understand the desire to make a good impression right away. However, corporate leaders today face enormous workloads and constant demands, with no time for small talk or empty words. Every interaction needs to be focused and deliver real value. Here’s how to avoid common mistakes that can derail these meetings.

1. Don’t Waste Their Time

Every meeting with a corporate buyer or recruiter should deliver immediate value. Wandering conversations with no clear goal aren’t just frustrating—they’re deal-breakers.

• Clarify the Objective: Set a clear purpose for the conversation.
• Define Roles and Responsibilities: Everyone should know their part.
• Plan Your Questions: Thoughtful questions show that you’re invested in understanding their needs.
• Make the Meeting Worthwhile: Whether in person or on a call, respect their time by proving the value of each moment spent.

2. Don’t Try to Be Their Friend

You may have heard that building a personal relationship is key because “people buy from people they like.” This advice is outdated. Today’s decision-makers don’t want their limited time spent on small talk.

• Keep It Focused on Value: Show genuine interest in their business needs. Delivering results is what builds trust.
• Let the Relationship Follow Naturally: When you prove your value and respect their time, a strong business relationship will follow without forced rapport.

3. Don’t Expect Them to Teach You About Their Business

Time is precious, so don’t make them explain the basics of their company or industry. Not doing your homework undermines credibility.

• Research Extensively: Before you meet, know their challenges, company priorities, and industry trends. Show that you’ve invested time in understanding their world.

4. Don’t Overload Them with Product Details

After working hard to get in the door, some sellers overwhelm prospects with endless product features. But a detailed rundown often misses the mark, especially if they ask about features only to find a reason to say “no.”

• Address Their Needs First: Understand what they’re trying to achieve and frame your solution around that. Excessive details can be a distraction from your main value.

5. Don’t Use Self-Serving Language

The more you proclaim your product or service as “the best” or “unbeatable,” the more skepticism you’re likely to encounter.

• Let the Value Speak for Itself: Avoid exaggerated claims. Instead, use clear, objective language that reflects your solution’s real benefits.

6. Don’t Assume they’ll Interpret the Value of Your Solution

Don’t expect them to intuit how your product benefits their organization. Busy professionals don’t have time to translate general benefits into actionable outcomes.

• Spell Out the Impact: Show them specifically how your solution solves problems, saves time, or enhances productivity.

Today’s decision-makers are under intense pressure, with more demands than ever on their time. Starting with a focused question, acknowledging their pressures, and cutting through the noise with clear value will help you stand out as a partner they want to engage with.

In the next edition, we’ll dive into practical strategies for maximizing the impact of these interactions.