Generate Success

How often have you had a client say “why don’t we meet face-to-face and settle this once and for all” even though you will be required to maybe fly and stay overnight. You are faced with the position of going out to meet the client or possibly losing the account if you don’t bother.

It does raise a number of questions though. Will the client expect this every time there is a problem? Shouldn’t you be encouraging your customers use the phone and e-mail to save time and money?

There are lots of people nowadays who shy away from face-to-face meetings and prefer to use the phone, but, equally, there are others who relish the opportunity of meeting a decision maker in person. The answer probably lies somewhere in the middle. Don’t reject personal meetings outright but be smart about the ones that you choose.

Develop a process for screening the prospects by asking a few simple questions:

• Do you have a budget for the project?
  

If the person you are talking to does not have the approval for the expenditure, there is a good chance that you are wasting your time. Ask if you can develop a proposal and then meet after the budget has been decided.

• Will you be the decision maker on the project?

If you are not, will I get a chance to meet the decision maker on this visit?

• Have you developed the specific requirements that I will be required to fulfill?

You would be surprised how often the project has not been crystallized. Offer to help develop the project by e-mail and over the phone book before a final meeting.

• What is the timeframe for the execution?

If the project is three months away from starting, surely it is sufficient to meet three of four weeks before the start date.

You can now decide how to proceed.

Remember to travel smart and check out cheap flights so that you get value for money.