Upcoming events

Heathrow Meet the Buyers
26 & 27/11/08

The Heathrow Meet the Buyers event provides you with a unique and cost-effective method of presenting your products and services directly to major local buyers.

 

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Making the most of your meeting

Making the most of your meetings: Do’s and Don’ts when meeting the buyer

10 Don’ts:

1. Arrive unprepared.

  • Make sure you have everything with you.
  • Bring a notepad and at least two pens.
  • Research the customer. Drop in one or two things that you know.

2. Pitch.

  • Anyone can say that his or her company, product or service is the greatest thing since sliced bread!
  • Don’t put forward a solution until you know what you are trying to solve!

3. Argue.

  • We can win a battle and lose a war. Use questions like “I know you must have a good reason for saying that. Do you mind if I ask you what it is ?

4. Talk too much.

  • Customers like to talk about their company, their products and their problems.

5. Use Jargon.

  • Not every buyer will understand our technical terms.
  • Keep it simple. Don’t show how clever we are.

6. Miss buying signals.

  • Look out for positive signs:
  • Nodding, or leaning forward with finger up the side of face.
  • “I like the sound of that”
  • “That’s interesting………”

7. Interrupt.

  • Listen carefully to what is said.
  • Don’t appear too eager to jump in.

8. Knock the Competition.

  • Don’t do it even if invited to. It can be a trap.
  • Don’t assume competition.

9. Try to take the whole bag of sweets.

  • By the inch, it’s a cinch, by the yard it’s hard.
  • Ask for a trial order, a small contract.

10. Forget to confirm arrangements.

  • Make sure that you both understand exactly what will happen next.

10 Do’s:

1. Set the objective for the meeting.

  • What do we want to achieve ? Is it realistic ?.
  • What is our fall back objective ?

2. Be prepared.

  • Note pad.
  • Literature.
  • Samples.

3. Have a clear opening statement that grabs attention.

  • Prepare it beforehand.
  • Have it written down.

4. Remember that this is our one opportunity to make a first impression.

  • Look smart.
  • Smile.
  • Be enthusiastic and positive.
  • Be well organised.

5. Control the interview.

  • Ask questions.
  • Answer questions with questions.
  • Follow statements with questions.
  • Use “open” questions.

6. Find out the customers’ buying criteria

  • “What are the main factors that will influence your decision”
  • “What sort of things do you look for in a supplier of . . . ?”

7. Find out how the buying process works.

  • “Who else will you involve in the decision make process.
  • “How does your purchasing system work for this product/service?”.

8. Listen & Record.

  • Get the underlying theme of what is being said.
  • Ensure you record each course of action to follow up efficiently

9. Sell the benefits and your credibility.

  • Find out what your product or service does for the customer.
  • Talk in these terms.
  • Use testimonials of why your current customers like using you

10. Get the customers’ commitment.

  • If buying signals have been good, ask for a trial order.
  • Get a further interview booked there and then.