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What the hell am I supposed to say during the meeting?

Discussion in 'Online Reputation Management (ORM)' started by Retraction, Jun 13, 2015.

  1. Retraction

    Retraction Junior Member

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    Okay, so I sent out letters like 9 months ago and I had one meeting that failed miserably. I just kinda went in there and kept saying the same thing over and over again. "You have worry about your reputation because we are in the Internet age yada yada yada." Hell, the guy even said that I "have a tendency of repeating yourself".

    That went terribly wrong.

    So I kinda just gave up hope and focused on other stuff.

    Now 9 months later, this dentist calls me out of the blue and asks for a meeting. I was kind of sleepy, so I did not ask anything else and agreed to the meeting.

    Now, I don't want to repeat the mistake again. Do you guys have a sort of script when you do your meetings?

    Most importantly, how can I practice the sales meeting? I had a sales job where I sold newspaper, and I got better through repetition, but this is obviously a one-off opportunity. So I'll need some way to practice.

    And the last question is if you guys can provide like a little timeline of what happens during the meeting. Thanks a lot and I'm pretty nervous.
     
  2. srb888

    srb888 Elite Member

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    Just be yourself, and first throw out all your negativity and self loathing... Prepare for the meet, visualize the entire meet as if it's a reality. And just see the client as a person who needs you to bring success in his life or business or whatever. See him as someone you have been knowing always. Go do it,... For both of you. :)
     
  3. Not Ste Hughes

    Not Ste Hughes BANNED BANNED

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    Lay out their issues, it helps to print all their bad reviews off and LOUDLY read them out infront of them.

    "I found the staff to be rude, lazy and incompetent"

    Then ask them if this is what they want people to read when they search them online. Repeat for all the bad reviews.

    Explain to them they get 400 (or whatever it is) searches a month in google, and upto 80% of them could be put off from using them from their online reviews.

    Then explain your program to fix their issues.

    It's very easy, if you go into meetings with no plan you look like an idiot. My structure for client meetings are:

    1. Outline the issues - if its a bad website tell them, if its a ORM thing go with that. Tell them what the issues are and ask them are they proud of how they are currently performing.

    2. Explain why its bad - put it in numbers some how that this issue is costing them money, and by giving you $500 a month or what ever they can actually be saving themselves $1000's.... They want to see value in all spending, every business does.

    3. Explain your plan of action - outline how you are going to fix it in a way where they don't think "oh, we can just do that ourselves". For the ORM explain you have a system you can put in place (the online gateway) which will do X, Y and Z. It needs to be difficult enough so they don't think we can do this and easy enough so that they don't feel like you are selling snake oil.
     
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  4. 1337WuLF

    1337WuLF Senior Member Premium Member

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    Pretty much this. Just explain their problem, why it's a problem, how you can fix it and how things will be better once you fix it. Also explain your services and then ask them how they'd like to pay ;)
     
  5. Y M C M B

    Y M C M B Power Member

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    show them your previous works and their success rate , but hey,do this only once:lmao:
     
  6. ChanzGrande

    ChanzGrande Elite Member

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    All great advice. If you are familiar with sales through your newspaper gig, then try to remember the sales process a little bit. Even though this is a meeting its still your opportunity to sell your services, so consider the questions you might ask someone who was trying to sell you their service. That's a great place to start, and can get your thinking more like a salesperson, which is what you're actually talking about doing.

    Just sell! And like another guy said - be sure to close, i.e. ask for the sale. Don't be afraid as this is the best part of being a salesperson. You can't make a sale if you don't put the question out there.
     
  7. BHopkins

    BHopkins Moderator Staff Member Moderator Jr. VIP

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    Not Ste Hughes has some great advice. With your lack of confidence you're likely going to fail a few more times before succeeding. Having the right mindset shows in your conversation.
     
  8. ttmschine

    ttmschine Regular Member

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    Don't try to go in there with a sales pitch, let them do the selling for you.

    Instead of stating to them that "we're in the internet age, bad reputations, yada yada yada" ASK them - "what do you think a prospective customer will think if they see a bad review" "how would that affect your business" "how will it affect your income" "why do people leave bad reviews"

    Ask open questions: As Kipling put it: (I KEEP six honest serving-men (They taught me all I knew);
    Their names are What and Why and When And How and Where and Who."

    And frame your questions about them, the prospective customer - and how things affect them, and what they actually want and expect - then THEY are doing the selling, not you.

    It's easy if you go in their with the frame of mind that you are not trying to sell them something they don't need, but rather provide or help them with something they DO need and that will benefit them financially and their business too.

    People fail in selling by falling over their own doubts about themselves and the product they're selling - if you are confident in your abilities and the benefits of the product or service you're selling - then it isn't selling - it's easier than falling off a log.
     
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    Last edited: Jun 15, 2015
  9. Time4VPS

    Time4VPS Newbie

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    I never preaparing for any kind of meeting until 1 hour left until it. Stress is an evil, so it's always good to do some yoga stuff :)
     
  10. john1444

    john1444 Elite Member

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    Know your product and it will become part of it.

    All you need to do is just answer his question
    and also proffer advice on the best approach
    based on your experience.

    As it is, after nine month you are still not
    ready. I personally won't hire a rookie when
    it's obvious.
     
  11. Avid Learner

    Avid Learner Regular Member

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    Cannot stress this enough. I've known executives who for whatever reason walk away "forgetting" to close a deal, usually to "check back later".

    You might prep the close with getting them thinking about next steps, need to move. For instance, "If you have no more questions, if we agree today, I can have the review site set up within a week", or "We are just about at the start of the Christmas shopping season, we can a jump on it by...", etc.

    You will want a half dozen of these in the back of your mind, as undoubtedly the customer may have questions or objections you need to address.
     
  12. lukelo12

    lukelo12 BANNED BANNED

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    Hahaha! If you are in sales or marketing field then optimisms and patience should be your first tools to handle such situations. Just go and be direct, no need to pretend something fake!
     
  13. BHopkins

    BHopkins Moderator Staff Member Moderator Jr. VIP

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    Great suggestions!

    "Is there anyone else we need to bring in to make a final decision or do you have that power?"
    "I don't see anything stopping us from getting started today, any final questions for me?"

    Gotta be able to close a deal!
     
  14. Simonseed

    Simonseed Registered Member

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    Hi mate!
    You should have to fresh your mind first. Then, you should have to watch some meetings how meetings held. You should have the knowledge about meeting and then you should be confident and never lose confidence. It will be annoying.