Why 85% of first meetings with prospects fail, but YOURS won't
Because you know how to tailor your meeting to the buyer type
Hello friends!
Here’s a stat that blew me away when I first saw it.
Executives said only 15% of the sales calls were worth their time. And, only 7% of those executives said they'd schedule a follow-up. (Forrester Research)Yikes.
And if that sales call was from a referral, it was basically wasted.
So, how do you make sure you nail the first meeting?
Here's the secret.
B2B buyers inevitably fall into one of 5 types:
Novice, DIYer, Disgruntled, Upgrader, and Downgrader
If you figure out which buyer type your prospect is, you can extrapolate where all their major gaps are.
So, instead of talking in hypotheticals in your first meeting, you can jump straight into your analysis.
Just imagine if the prospect saw a slide like this in the FIRST meeting:
👉 That's what the C-Suite is here for: to get expert analysis on THEIR current situation, not to play 20 questions.Want a full explanation of each buyer type, PLUS how to uncover them BEFORE your discovery call?
👉 Check out my full video lesson (6:44mins) »
And, walk away with next steps that you can implement immediately! Free access for a limited time.
Racking your brain on how to get more quality leads?
Tried everything you can think of, but it’s still not moving the needle?
That’s why I created the FREE, research-backed Financial Services Lead-Gen Scorecard, specifically for financial advisors, accountants, bookkeepers, fractional CFOs, and other financial services professionals.
It’s 16 questions, takes 3½ minutes, and you’ll instantly get a color-coded report card of your current sales and lead-gen process.
👉 Figure out exactly what you need to fix to hit your 2025 sales target »
If you’ve already nailed your lead-gen, what’s next?
📌 My friend, Chinelo Okoye, is a 2x founder who helps entrepreneurs redesign their lifestyles by reinventing their work lives. She regularly shares operational tips on building smarter systems and creating human-friendly workflows to make sure the business runs smoothly at any stage. Click here to subscribe her newsletter »
Here are my top 3 favorite posts of hers:
Want better results from your networking?
Get bite-sized networking & referral building tips to grow your B2B professional services business! Takes only 60s, includes an audio voice-over, and is immediately actionable!
👉 You can get referrals even when you don't get any intros. Want to learn how? WhatIsB2BSalesMagic?
We have two ears & one mouth for a reason. To listen more than we speak. Core sales behaviour imho. But you do have to start somewhere, research helps, but it doesn’t need to be extensive. Eg take PR activity on someone’s web site. Lots of it might pose a question among the lines of I’ve seen lots going on, how do you focus? Prioritise? Not a lot going on, might suggest. Website seems a little out of date… why’s that? Not enough time to promote?