Mark Wayman’s Post

If you find it hard to think of small talk when you meet new business contacts, then this list of conversation starters will help. Keep it in your bag and memorize a few phrases for when you're stuck in the lunch queue at a conference, or escorting someone to a meeting room. https://lnkd.in/errzv5G8

How To Plan and Run a Successful Client Meeting

How To Plan and Run a Successful Client Meeting – Next Level

Michael Giovaninni gives one piece of advice that MSPs need to know in order to have effective conversations with clients. Do you know what it is?

You've just reached out to arrange your initial free IT consultation with Jack - what can you expect? Before meeting, it's helpful if we can get an idea of what your issue or requirement is, and we'll ask for a brief summary if not already mentioned. Next, we'll find out if you want to meet face-to-face (if local) or if you'd prefer a video call. We'll agree a date and time that suits. If local, we can meet at your office, or a neutral location such as a nearby cafe. During the appointment, we may ask several questions to help us gather as much information about your requirements as possible. The more we understand, the more easily we can identify the right solutions. Every initial consultation is unique but we aim to provide a number of solutions where possible, along with a written quote shortly after the meeting (with no obligation!) We hope this helps explains our initial consultation process, but if you want to know more or to secure your appointment, get in touch: 📞 07450910350 🔗 info@mckeownscullin.com ✉️ mckeownscullin.com #ITconsultant #ITsupport #consultation

Michael Giovaninni from NetWerks Strategic Services, LLC gives up some crucial advice on how to make your client meetings successful. Check it out.

Kick Off Your Week With Seamless Support from Talk Boutique! Feeling overwhelmed by the admin piling up? We’ve got you covered! Whether it’s scheduling appointments, answering calls, or managing enquiries, Talk Boutique works as an extension of your team to keep your business running smoothly: 🗂️ Organise appointments with ease ☎️ Professional call handling 📋 Take care of admin tasks that slow you down This Monday, give yourself the gift of focus—let us take care of the rest. #MondayMotivation #TalkBoutique #AdminSupport #BusinessEfficiency #SeamlessService

We didn’t take a client's work! 😯 Let’s dive into a story for case study purposes. Even though it’s a story, I can guarantee you that similar situations happen more often than we can imagine. 𝗦𝘁𝗼𝗿𝘆📜: There’s a client who has some experience in his industry. Let’s say we didn’t have any prior reference with him; he was a new client. We didn’t know him, and he didn’t know us. And that’s the catch! 🫴 As always, we’re very open to initial meetings, and the input we get from them is outstanding. There’s so much to learn as it opens the table to different perspectives. However, after the first meeting, we understood what he wanted and what results he was looking for. So, we sent him a proposal. Then, there was a delay, giving us hope day by day that he would say yes. But on the third day, he asked for a second meeting, in person, as everyone required for the meeting was available in the area. The second meeting went well too. It lasted over an hour and a half. He asked for many inputs, ideas, strategies, and areas he could cover. Again, he promised to review the proposal and approve it as soon as possible. But... The next day, he called, asking for another meeting! For clarity, the last two meetings were free of charge since, in a way, it's like the “dating period”—no commitments, no transactions, just to see where things go. Anyway, this time, we stated that while we could arrange another meeting, it would be chargeable. There would be a meeting fee. Suddenly, he flipped. 🤧 He said that this meeting with the team was to confirm the work and that he could only make a decision after this third meeting. So, it’s like taking a chance. There’s a possibility that they’ll say yes, but also a chance they’ll say no. It's 50:50. If they say no after the third meeting, we’ll be the ones at a loss. We’d have invested our valuable time again for nothing. So, we’re standing firm on the fact that this meeting will be chargeable. The client became bitter and started saying all kinds of things, trying to guilt-trip us into caving to what he wanted. 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻🛑: Would you stand by your decision, even if the client decides to walk away? Or would you cave into their demands and give him another free meeting? What’s your take on this? 😎 Let me know in the comments below 👇 #simplecasestudy #linkedin #managementconsulting #strategyanalyst

Here’s an idea.   Set an objective for your next client meeting. I mean, you do that anyway, right? 😉   It’s common for us in the vendor world to have a short preparation meeting and set an objective for a client meeting 🤝   But don’t just set a single objective, also agree on a fallback objective and a stretch objective 3️⃣   A fallback objective because even if, despite your extensive preparation, the meeting is not going as planned, you have an outcome top of mind that still moves the process forward ➡   A stretch objective, because if the meeting is going even better than you imagined (because of your fabulous preparation) you then have an outcome to discuss that accelerates the process even further 🚀   Agreeing on three objectives ahead of the meeting reduces your need to think on your feet and stare nervously at each other across the meeting room table 😰   Now… imagine if those three objectives were written in such a way that you could actually share them with the client. If you are genuinely focused on delivering client value that’s not as hard as it sounds 💎   #professionalservices #consultancy

I had an introductory call the other day and the executive talked about the pain they have of delivering QBRs, his buyers don't want constant touch points or conversations without known value add, the executive has a lightly staffed team, and all of these while working with large clients. While I could easily turn this into a great post about them being the ideal client for DIVACS, Inc. , the real thing most of us could relate to is the pain of QBRs. GTM or CS/AE/AM's love QBRs because they get to communicate the wins and trend in numbers, a roadmap of functionality or products/services, and hopefully a discovery oriented strategic conversation about what more they can do for the client. There is a ton of time preparing for the unknown but, also rolling with the punches if the client has perceived the experience to be different. The client on the other hand who is being asked to spend an hour or more in this meeting also doesn't know how many of their experts or other colleagues will want to explore the value of this meeting. Again, most of these meetings are a regurgitation of purely data, charts, and graphs based on past usage. However, without a QBR neither side would be able to keep up with the latest of the software or service on how it is being used, could be used, or what new they have released that could tackle a major pain for their customer. It's a catch 22 though because it's a constant battle to find or make the time whether the solution is working perfectly or not. I'm not going to leave you another post with the perfect QBR agenda or things you want to accomplish in a QBR but, I will leave you with a few things to think about... 1) The average person doesn't have QBRs with all their subscriptions so why do we need them in business. 2) What is different between B2C that we could adopt into B2B. 3) Remove your fear about your job in thinking your only value is the data you hold. 4) Buyers should ask from the beginning how and what is going to be measured throughout the journey and know where they can consume that data. 5) Buyers should clearly translate the alignment of that data to the goals of their business. 6) If you are not investing in a long term partnership then I'd ask why you are investing at all and/or don't make it seem like one. Shift your thought on how you build trust and a true partnership with your customers. #ValueManagement #B2CtoB2B #Innovation #Value #QBRs #Sales #CustomerSuccess #Accountability