Different types of meetings
When you are sitting down with your clients you should view it as a "real time marketing meeting" with real people. This is an opportunity to position how people feel about you, your firm and your product. There are three types of "real time marketing meetings" that you will have. It is important to know the types of meetings and to stay the proper course.
1. Information.
This is where you will be downloading as much quality information/date as necessary to get a point across to the client. You may dress it up as a conversation, but understand the primary objecting is to inform.
2. Gathering.
This is meeting where your are trying to gather as much information as possible from the client to build a quality action plan. You are soliciting direction and ideas from the client. This meeting is about them, not you.
3. Permission.
This is where you are trying to "close" the client on and idea or action plan. Your main objective it to get a "YES" answer to your proposal. While you are trying to get a "YES" answer the client also has the power to say "NO." You will need their permission to move on.
It is important not to confuse the different types of meetings. Know what you are trying to accomplish and stay on task. If you jump around within a meeting the client will get confused and the meeting will get messy. It is also important that the client stays on course. If at any time you feel the client is drifting into a different type of meeting...Stop. Review what you have accomplished so far in the meeting and move the meeting back in the right direction.
In your "real time marketing meeting" you are either informing, gathering knowledge or soliciting permission from a client. You need to set your course and stay on task. Clients like meetings with direction and will respect your ability to run a focused conversation. In the world of wholesaling we are always marketing ourself, our firm and our products. View our client meetings as "real time marketing meetings." How are you marketing yourself?
1. Information.
This is where you will be downloading as much quality information/date as necessary to get a point across to the client. You may dress it up as a conversation, but understand the primary objecting is to inform.
2. Gathering.
This is meeting where your are trying to gather as much information as possible from the client to build a quality action plan. You are soliciting direction and ideas from the client. This meeting is about them, not you.
3. Permission.
This is where you are trying to "close" the client on and idea or action plan. Your main objective it to get a "YES" answer to your proposal. While you are trying to get a "YES" answer the client also has the power to say "NO." You will need their permission to move on.
It is important not to confuse the different types of meetings. Know what you are trying to accomplish and stay on task. If you jump around within a meeting the client will get confused and the meeting will get messy. It is also important that the client stays on course. If at any time you feel the client is drifting into a different type of meeting...Stop. Review what you have accomplished so far in the meeting and move the meeting back in the right direction.
In your "real time marketing meeting" you are either informing, gathering knowledge or soliciting permission from a client. You need to set your course and stay on task. Clients like meetings with direction and will respect your ability to run a focused conversation. In the world of wholesaling we are always marketing ourself, our firm and our products. View our client meetings as "real time marketing meetings." How are you marketing yourself?
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