To Get Ready For A Meeting

In lead generation, meetings are the core, but they are only efficient if you do some preliminary work. So, spend some time on data collection and planning, relying on my insights!?

Data Collection

First and foremost, it is necessary to gather all the open-source information about the person and the company you are planning to meet. This step will help you understand their activities, values, and interests. Apart from being professionally prepared, this information can be very useful for small talk and building a rapport in the first place. For this, LinkedIn is the best solution ever. It will let you find the core data about one's professional experience, interests, and contacts.

Experience

Why consider experience? If the person has just joined the company, they will likely be busy adapting and getting acquainted with new tasks. Meeting with them can be helpful to learn about their plans and expectations.?

On the other hand, meeting with an experienced employee (especially if they are C-level ones) may mean that they need you to boost their business metrics. So, if you align with their values, you are well on your way to a win-win deal.?

Interests

Understanding the mindset of a person you plan to meet can be a game-changer in your cooperation. Thus, don't hesitate to search for some common ground and balance common small talk, like about the weather (it also mentally brings you closer), with the things they like. It will reinforce you as a more 'human' and trustworthy person to cooperate with.?

How can one define the potential clients' interests? Check out the articles they read or post on LinkedIn, and make hypotheses based on their age, positions, and location.?

Also, take time to check their photos. For instance, one of my clients posted about the conference, and in the photo added, he was standing with my acquaintance. I immediately realized we already had something to discuss — the event, its theme, etc.

Contacts

If you have shared contacts, especially when satisfied clients are among them, you are 70% more likely to start efficient cooperation. Of course, if the person at the meeting checks it too, or you hint at it casually, explore it.?

Also, remember that common acquaintances and friends can share some insider information with you in advance. For instance, if you want to meet with a decision-maker, it may help you detect that the person you've booked a meeting with isn't quite relevant to you. In such a case, it makes sense to ask them to reschedule the meeting or (if they turn out not to be decision-makers) invite their (fit for you) colleague. At the end of the day, everyone's time is scarce, and people desire productive meetings. Use this notion delicately to enhance the likelihood of attracting more relevant attendees to the meeting.

Conscious Planning

Planning is crucial because sometimes, being sure that you can rely on your charisma, knowledge, and freestyle, you can fail, offering a person something they don't need at all or ruining the logical structure of your meeting. Such irresponsibility immediately makes a negative impression, showing that you are likely to waste one's time.

I highlight this aspect intentionally: several years ago, I went to a meeting, being partially prepared because the company where I worked had a very wide range of offerings. So, I aimed to discuss them. The person I met didn't take it well and said: "I won't tell you anything. You didn't do your homework". In the end, we managed to resolve it, but at the moment, it was a bit harsh. So, learn from my mistakes.

Calming Down

Your emotions also play a part. Practice beforehand with your pitch and gestures to sound more confident, credible, and friendly. However, don't overplay it; be yourself. Communicators subconsciously detect whether we are sincere or not and, of course, prefer to cooperate with the more open people.?

If you are anxious before the meeting or, for instance, it doesn't go the way you have planned, calm down and let the flow take it. Just be sure to name the core points of your potential deal and respond to the person's needs.

Conclusion

The thorough preparation demonstrates professionalism and respect for the other party's time. Thus, you level yourself up in the person's eyes. Meanwhile, by gathering relevant data about the individual, you can rule the talk and move it to the right track, significantly increasing the likelihood of a successful outcome.?

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