In the competitive landscape of business development, your initial meetings with potential clients or new contacts at existing clients are pivotal moments. These interactions can either pave the way for years of collaboration or leave your firm with no work at all. At Questas we understand the critical importance of these meetings, and we’ve created a comprehensive guide to help you excel at sales meetings with both new and existing clients.

Here is the full guide – Use it as your roadmap to making crucial business development conversations count. This is what you can expect:

Stage 1: Planning and Preparation (Page 3)

  • The significance of thorough preparation
  • Dos and don’ts for making the right first impression
  • Structuring your meeting for maximum impact
  • Setting yourself and your organization apart
  • Motivating clients to choose to work with you

Stage 2: The Meeting (Page 5) – The Questas 3i Model

  • A simple yet effective framework for planning and executing early business development meetings
  • The three crucial stages: Inform, Investigate, and Inspire
  • How to introduce yourself and your colleagues effectively
  • The importance of timing and signposting
  • Crafting a powerful positioning statement
  • Asking thought-provoking questions that resonate with clients
  • The art of active listening

Stage 3: Follow-up (Page 10)

  • The role of follow-up in solidifying your client relationships
  • Guidelines for sending post-meeting materials that show you’ve been attentive and understand their needs

Our guide is designed to empower you to be a trusted adviser in your business development efforts. It’s a valuable resource for professionals looking to strengthen their client relationships, secure new opportunities, and differentiate themselves in a competitive market.

At Questas we’re here to help you succeed. Get in touch with us to discover what we can do for your business development goals.

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