Checklist for New Clients

The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared!

We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. Which leads to the dreaded “I just went in there and had to wing it.” For your company, a lot of time, effort and resources went into getting you into that room. Winging it just won’t cut it!

If you’ve worked with me, you know that I stress “systematizing the process,” which is about as far from the above scenario as one can get. But I understand that you, like most everyone, are under time pressure to get everything done. So, let me help a bit. Below you will find a checklist. Use this BEFORE the next time you meet with a prospect.

And don’t cheat yourself…go through each point and check it off once you’ve completed it to your satisfaction. What I predict will happen is that you will enter the meeting more confident, with a better understanding of the client so you aren’t asking Client-101-type questions and can really get to their pain points far more quickly.

New Client Pre-Meeting Checklist

Download Your Checklist

Did it help? Let me know how. -SG

4 replies
  1. Mark Rossi
    Mark Rossi says:

    I am a list person and love a repeatable process. This list is simple, but so complete-the best pre call prep list I have seen.
    I will immediately incorporate it into my sales process.
    Thanks,
    Mark

    Reply

Leave a Reply

Want to join the discussion?
Feel free to contribute!

Leave a Reply

Your email address will not be published. Required fields are marked *