Checklist for New Clients
The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared!
We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. Which leads to the dreaded “I just went in there and had to wing it.” For your company, a lot of time, effort and resources went into getting you into that room. Winging it just won’t cut it!
If you’ve worked with me, you know that I stress “systematizing the process,” which is about as far from the above scenario as one can get. But I understand that you, like most everyone, are under time pressure to get everything done. So, let me help a bit. Below you will find a checklist. Use this BEFORE the next time you meet with a prospect.
And don’t cheat yourself…go through each point and check it off once you’ve completed it to your satisfaction. What I predict will happen is that you will enter the meeting more confident, with a better understanding of the client so you aren’t asking Client-101-type questions and can really get to their pain points far more quickly.
New Client Pre-Meeting Checklist
[frontend-checklist name=”New Client Checklist”]
[frontend-checklist name=”New Client Checklist” type=”pdf” title=”Giglio Co. New Client Checklist” linktext=”Download Your Checklist”]
Did it help? Let me know how. -SG
What a great help, Steve. Thanks!
Great stuff as always Steve!
I am a list person and love a repeatable process. This list is simple, but so complete-the best pre call prep list I have seen.
I will immediately incorporate it into my sales process.
Thanks,
Mark
That’s great Mark! Let me know how it’s going. (sorry for delayed response). -SG