Short insight this week that will stick with you long term!
Don't have "getting to a Yes" as a goal for your meetings.
That's what most people shoot for, and it'll steer you in the wrong direction.
Let's dig in with an example, assuming this is a first-time meeting that got set up through a great referral from an existing client.
Let's say you've done all the above in the meeting.
Things are going well.
What's your mindset as you near the end?
Is it to get that Yes for the next meeting?
Don't fall into that trap.
It should be to ...
Authentically and honestly assess if the potential client wants to take the next step.
In short: getting to the right next step.
Let's look at the difference.
If you're looking for a Yes, you'll probably get a Yes.
There's a problem with that.
You're likely to offer or assume too much.
The number one example of this is asking something like: Can we send you a proposal on that?
The problem with this approach:
A better approach near the end:
This flips the script.
It puts the potential client in control.
Now, in the small chance, they're ready for a proposal and ask for it, great!
If a different next step is more appropriate and valuable, great!
If they're not ready to move forward at all right now, great!
You can ask how they'd like you to provide valuable follow-ups.
Pay attention to this...
With this model, you win every time.
Let me pop up a level.
If you walk into meetings looking for a Yes, you'll probably get a Yes.
You'll likely offer something that takes a lot of time and make the offer in a way nearly anyone would say Yes to.
Can I send you a proposal? is a great example.
That's a horrible question. I'll say it again. Horrible.
It's too easy to say yes to. There's no escalating commitment on their side. It taints the entire meeting as "being salesy." And the follow-up is tons of work for you and your teams.
If you walk into meetings ready to be helpful, offering a few simple and obvious next steps, all valuable to all involved, then ask the client what would be best, you'll always win.
Usually, one of two things will happen.
Here's one last way to look at it.
Most professionals enter initial meetings with Happy Ears.
Happy Ears are when you want to hear something and will it into existence whether the client is ready or not.
Instead, enter meetings with Open Ears.
That'll prompt you to be helpful, proactive and...authentic.
Such an easy concept, but it's rarely done.
It feels good to everyone and speeds everything up.
Want more on this topic?
This is part of the series of super short episodes we recorded, giving you and your teams a complete system to help dial up your BD skills. It's rolling out now through December.
Final question for you.
What's your mindset in meetings?
Is it to drive to a Yes?
Or to drive to what would be most helpful?
Get your mindset right because...
You'll probably get what you ask for.
ps. So many of our clients are sharing that series I linked above with their teams. It gets everyone on the same page, using the same playbook. This makes me super happy. 😉
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