Ensure customers see you again after Meeting #1

25th February 2020

When you first meet a customer, if you want to see them again, remember two words:

  1. Valuable
  2. Incomplete

In other words, you must say something they find valuable. That way, they’ll want more of it!

But your content must also be incomplete. In other words, there are some gaps that need follow-up. After all, if everything’s complete, they don’t need to see you again.

#1 Value

For example, one way to add value is to TEACH them something valuable. Whenever they think "I’d never thought of it like that", you’re in a good place. It’s been a good use of their time. That helps them want to see you again.

#2 Incomplete

To ensure there are gaps, say something like this…

"Let me look into that (topic) for you. I’ve done similar projects with other customers. I’ll review these projects for you, to remind myself what they found most useful. Then, when we get back together, I’ll be able to point you in the right direction."

Do this, and it’s now in their interest to see you again. After all, you’ve delivered value during the meeting. And they see there’s even more to come next time.

Much better than “Thanks for your time. I’ll wait to hear from you.”

Action Point

For your next important meeting, be valuable and incomplete.

And for more tips on how to master this, and other critical techniques, there are hundreds more here: www.andyboundsonline.com.

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