Over the years, the Internet changed many aspects of our lives. One of its most remarkable contributions is that it made real-time communication possible anytime, anywhere. No longer did people have to wait for correspondence via mails for days. In just a click of a button, they can make voice and video calls no matter where they are.
This is a capability that the business sector has found extremely helpful as well. With the emergence of applications such as Skype, Google Meet, Zoom, and even FaceTime, business leaders can easily connect with clients and potential partners.
Ultimately, using these technologies to touch base and identify opportunities for collaboration help them close deals faster and more efficiently.
That said, there are smart practices that must be followed to truly get the most out of virtual meetings. Follow the four smart tips you’ll find in the following sections to prepare for your next client meeting online.
1. Know Your Client
While the purpose of your meeting is to get to know prospective clients and their business needs more, it’s a bad idea to show up unprepared.
Rather, know who you will be speaking with in advance. You can check your client’s LinkedIn profile, take note of his or her position, and understand what their business is primarily about. Doing this helps you think of relevant opportunities to highlight during your call. Furthermore, it may also give you an idea of how to start your conversation, whether it be attending the same school or having the same interests.
2. Identify Your Goal and Objectives for the Meeting
It helps to remember that not a lot of prospects proceed to discovery calls. Considering this, you should treat your client meeting as a once-in-a-lifetime opportunity to pitch your product or service. As it is a rare opportunity, it makes sense to get ready for it.
Meeting goals and objectives are among the most essential things you’ll want to prepare for your meeting. As you determine these, remember that it’s not all about you—it shouldn’t be about you! Your aim is to sell something, but your focus for the meeting should be on helping your client find a solution to their pain points.
3. Have a Backup Plan
Although technology is usually reliable, there may be instances where it can fail. You may face an intermittent connection, changes in your schedule, and so on.
No matter how well you prepare, last-minute issues may arise and throw your plans off track. The best way around this is to prepare a Plan B. Anticipate possible issues that may arise and think of the most appropriate and professional solution for these.
Doing so keeps you from getting caught off-guard and helps you stay on top of the situation.
4. Follow Up With Your Clients After Your Meeting
While a percentage of your prospects can become new customers after your first meeting, sometimes you’ll find it quite tricky to close a sale right away.
In these cases, make sure to come back to your clients—don’t give up after one try! However, to get the best results you will need to plan your follow-up activities well. Doing so helps you stay top of mind for your clients without being annoying.
Thanks to the video conferencing tools that we have today, arranging client meetings and holding virtual dialogues have become easier than ever. They also enable you to reach out to your prospective clients more effectively and break through the barriers set by geographical distances and time differences. That said, remember to use these technologies wisely to maximise its capabilities and drive great results.
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