Do you have an agenda?
Most often “having an agenda” has a negative connotation attached to it. However, in this instance, I am referring to your meetings with prospects and clients. Do you know precisely why you are meeting so that you are able to set the agenda as well as expectations? And, do you lead the conversation?
Don’t get the wrong idea, I am not talking about dominating the conversation, but merely leading it in the direction you wish it to go. By asking insightful questions, listening carefully and asking for clarification when needed, you will build relationships as well as easily aid your business development.
Always let your clientele take the lead on talking because this communication strategy provides insight as to what they are truly thinking. And when this occurs, they begin to talk themselves into doing business with you because you are one of the few who will listen. This is a reverse marketing strategy that will attract prospects to you and will convert into your clients.
Change your mindset to always having an agenda. Remember this is a good thing and will help you to close more sales. Most importantly, they will be a Smooth Sale!
