I have a meeting tomorrow..

[IMNiklas]

A couple of weeks ago I came up with a service for offline businesses, basically offering targetet traffic for their social media.

Long story short, I've only contacted one person (thorugh facebook) and we have now booked a meeting for tomorrow. The problem is that I do not know what we should talk about. I have already explained what the service is and how it works. Should I just repeat what has already been said? Should I prepare some graphics? I am not a great talker so I can't just keep conversing like it's nothing.

I should probably add that I am only 17 years old so I might come of as too young. I have zero experience with dealing with any business and have zero references.

Any advice would be appriciated!

 

[MisterF]

You should be explaining the features & benefits of your service, showing proof that your service works.
Before you step into the meeting you need to know about their business, their target audience/customers.

You need to fully research them, so you know how big they are, what their turnover is etc.

You only get one chance to make a first impression, fuck it up by going unprepared and that's a client you'll never win over.

 

[IMNiklas]

You should be explaining the features & benefits of your service, showing proof that your service works.
Before you step into the meeting you need to know about their business, their target audience/customers.

You need to fully research them, so you know how big they are, what their turnover is etc.

You only get one chance to make a first impression, fuck it up by going unprepared and that's a client you'll never win over.

Thank you! I will definitely do as extensive research as I can and I will show them how I'd customize the service just for them.

What I cannot do though, and I think it will be a big turnoff for my client, is prove that the service will bring them clients. I can go on about how much exposure they will get, but at the end of the day I do not know if they will get any clients from my service.

 

[MisterF]

What sort of size business are they ?
Are they a retail store, a hair dressers or a huge car dealership ?

 

[BassTrackerBoats]

Thank you! I will definitely do as extensive research as I can and I will show them how I'd customize the service just for them.

What I cannot do though, and I think it will be a big turnoff for my client, is prove that the service will bring them clients. I can go on about how much exposure they will get, but at the end of the day I do not know if they will get any clients from my service.

As you know, Mr. Client, the more positive exposure your company gets, the better it's reputation and, aside from direct traffic that comes from positive exposure, it will grow your brand so that when someone is in need of your product, the first company that pops into their head is yours.

 

[drogon]

As already explained, research the client, then put together a nice little power point presentation on exactly what you will be doing for them and how it will benefit them specifically. Now, the trick here is ...do not give too detailed info that they can go and just do this themselves.....assuming its something easy to replicate. If not easy to replicate on their own then go ahead and just explain what you will be doing for them...using your presentation....but again still dont reveal every single step. And do not give them a copy of your presentation.

 

[Deleted member 923340]

As you know, Mr. Client, the more positive exposure your company gets, the better it's reputation and, aside from direct traffic that comes from positive exposure, it will grow your brand so that when someone is in need of your product, the first company that pops into their head is yours.

This.

Man if I can talk like this ..hmm

 

[MisterF]

This.

Man if I can talk like this ..hmm

It's about having confidence to walk into a room and sell yourself, some of us are natural salesmen, others aren't.

But you need to know what it is you're selling and have confidence in your product.

Pointless trying to sell a Mercedes and turning upto the meeting driving BMW.
Ensure you look presentable, dress for the occasion, have a business card to hand out.
Shake hands, have a firm grip, look and appear confident.

Love him or hate him Jordan Belforts Straight Line is worth having a look at.

 

[IMNiklas]

What sort of size business are they ?
Are they a retail store, a hair dressers or a huge car dealership ?

It is a large realtor firm. However, I am only selling the service to one of their agents.

As you know, Mr. Client, the more positive exposure your company gets, the better it's reputation and, aside from direct traffic that comes from positive exposure, it will grow your brand so that when someone is in need of your product, the first company that pops into their head is yours.

Thank you, I will be using this! Hopefully I'm able to come up with more things like these if he asks me a difficult question on the spot.

As already explained, research the client, then put together a nice little power point presentation on exactly what you will be doing for them and how it will benefit them specifically. Now, the trick here is ...do not give too detailed info that they can go and just do this themselves.....assuming its something easy to replicate. If not easy to replicate on their own then go ahead and just explain what you will be doing for them...using your presentation....but again still dont reveal every single step. And do not give them a copy of your presentation.

That's something I will keep in mind. I will mention that I use a software (that is public) for the service and what it does. If he asks me what software it is, what should I say to dodge the question?

 

[MisterF]

" That's something I will keep in mind. I will mention that I use a software (that is public) for the service and what it does. If he asks me what software it is, what should I say to dodge the question? "

Do the maths ( or math if you're American ) How much are they going to pay you for this service or can they get the software themselves and get the office junior to do the job instead for a cheaper price ?

Don't give away too much detail, sell the sizzle not the steak as BTB said - tell them the benefits to them.

Don't give them the option to say no, don't ask; Do you want to give this a go ?

Instead ask them ; Do you want to go for the 6 months contract or the cheaper 12 month one ?

 

[BassTrackerBoats]

It is a large realtor firm. However, I am only selling the service to one of their agents.

RE Agents are an easy close as they are usually optimistic and if you are offering a service to get their name out that has any inkling of it being good you'll walk away with a deal.

They need to advertise and they need to have their name there front and center 24/7.

If he or she is already spending on advertising, they will spend with you because the old adage in the advertising game is, "Those that advertise, advertise" meaning if they are spending now they will spend again with you if you have something worthwhile.

I expect you to come back in a day or so and post here the success story aspect of this as I'm sure it is going to go your way.

I should probably add that I am only 17 years old so I might come of as too young.

That should not be an issue at all... people want to give a young person a shot for one and the other thing is that you can explain that being younger, you are on top of all the latest technology and ideas that people are acclimating themselves to.

Mr. Client, sure I'm not a seasoned old professional but that is a real benefit to you as I'm much more intune with todays' ways of getting eyeballs on your services as a professional realtor. Had I been around the block a thousand times, there is a chance that I would not be open minded to the new ways that work better and are less expensive to build brand and generate clients.

Do not trash the other guy but explain why you would be better without saying he is bad.

 

[IMNiklas]

" That's something I will keep in mind. I will mention that I use a software (that is public) for the service and what it does. If he asks me what software it is, what should I say to dodge the question? "

Do the maths ( or math if you're American ) How much are they going to pay you for this service or can they get the software themselves and get the office junior to do the job instead for a cheaper price ?

Don't give away too much detail, sell the sizzle not the steak as BTB said - tell them the benefits to them.

Don't give them the option to say no, don't ask; Do you want to give this a go ?

Instead ask them ; Do you want to go for the 6 months contract or the cheaper 12 month one ?

It wouldn't be cheaper to hire someone, but if you know what you're doing (which I thankfully think they don't in this case) you can manage it with 15 minutes per day. Thank you for more great advice.

RE Agents are an easy close as they are usually optimistic and if you are offering a service to get their name out that has any inkling of it being good you'll walk away with a deal.

They need to advertise and they need to have their name there front and center 24/7.

If he or she is already spending on advertising, they will spend with you because the old adage in the advertising game is, "Those that advertise, advertise" meaning if they are spending now they will spend again with you if you have something worthwhile.

I expect you to come back in a day or so and post here the success story aspect of this as I'm sure it is going to go your way.



That should not be an issue at all... people want to give a young person a shot for one and the other thing is that you can explain that being younger, you are on top of all the latest technology and ideas that people are acclimating themselves to.

Mr. Client, sure I'm not a seasoned old professional but that is a real benefit to you as I'm much more intune with todays' ways of getting eyeballs on your services as a professional realtor. Had I been around the block a thousand times, there is a chance that I would not be open minded to the new ways that work better and are less expensive to build brand and generate clients.

Do not trash the other guy but explain why you would be better without saying he is bad.

I do not believe that this person spends anything on advertising for himself since the company mostly advertises itself. I also don't know if he will be spending from the company's money or from his own pocket, but I guess we got to wait and see.

My client is only 22 himself, so that particular argument about being upto date will not really work, but I get your point. If I don't make it an issue it will not be one.

 

[BassTrackerBoats]

I also don't know if he will be spending from the company's money or from his own pocket, but I guess we got to wait and see.

If he is an agent in the office, odds are this is his money he is spending.

It is very common for RE Agents to spend their own money on some advertising because that gets clients to THEM as opposed to the agency whereas the company spends to get the people to come to the office and not to a particular agent.

If he is not spending, perfect!

He needs to start and why not start with someone like him, fairly new in the business world!

 

[IMNiklas]

If he is an agent in the office, odds are this is his money he is spending.

It is very common for RE Agents to spend their own money on some advertising because that gets clients to THEM as opposed to the agency whereas the company spends to get the people to come to the office and not to a particular agent.

If he is not spending, perfect!

He needs to start and why not start with someone like him, fairly new in the business world!

I'm not sure as I've never seen any advertising for an agent in my country, but it doesn't really matter as he's obviously willing to spend money, his or the agencys.

 

[IMNiklas]

I had the meeting today. What I learned (or more like confirmed) was that I'm a terrible salesperson. However, I did get waaaay out of my comfort zone even my going there so that's something at least. Hopefully, I will get better with time.

Oh, and BTW, I still got the sale! This guy was so impressed by the service that even though I did an extremely bad job of convincing him, he was already so sold that he still wanted to test it out. That said, I got less than what I had hoped for but more than what it will cost me in time and money. The best part is that if he is happy with the service when the testing period is over, he was so excited that he would recommend my service to his boss, the person in charge of a ~50k people district of one of the largest real estate agencies in the country. He also had a lot of contacts in the more high-end market, which he thought I should be focusing on. Overall a super important meeting, both for me as a person and by business.

Thank you to @MisterF @BassTrackerBoats and @drogon for helping me out

 

[MaestroDelWeb]

Great job getting the sale, especially at your age. The only thing is that don't count on the referral. It's nice to get them but tons of people claim they will give you one but a very high percentage of the time they are full of shit and trying to get a good deal. Also real estate agents are notorious for not letting other agents know about things working for them if they are in the same area as them. That means even the broker is their competitor.

Either way good luck with the new client and hopefully this gets you a lot more.

 

[Jobless Cont]

Explain to them how are you going to enhance their shipment. Mate.

 

[Deleted member 110025]

my experience...

1) go and check the place you should meet up tomorrow (even if it is 1h drive away) - knowing the place will boost your confidence.
2) listen, listen and listen.. it is all about letting the client to explain their problem

.. that's it - don't be late, be neat and you will be just fine

all the best

 

[RightFootFanatic]

Even if you won't succeed closing the deal after the test periodd, it's a success.
You came out of your comfort zone, and you learned some valuable lessons.

 

[Deleted member 110025]

... Oh, and BTW, I still got the sale! ...

congratulations!!! now you have to deliver