Online Meeting Products
As a salesperson, when you’re getting ready to meet a prospect online, it’s important to keep in mind that preparation is just as important as delivery. Establishing rapport and initial prospect buy-in is vital, and to do so your presentation will have to be carefully tailored to the prospect’s line of business, target market, products or services, and unique demands. Careful preparation beforehand will help make you aware of what a prospect needs and be ready to demonstrate how your product or service can meet those needs.
To cut back on any risks for missteps or coming across as less-than-polished, here are a few best practices you should take before meeting online with your prospect so you can maximize your chances for success.
1) Carefully read up on your prospect’s company, products, history, line of business, and other important details.
Naturally the first step is to be fully aware of the prospect’s background. It’s advisable to spend quality time reading up on the prospect’s organization, the products or services it provides, the prospect’s area of business, and other must-know information for building up an in-depth prospect profile.
Things to keep in mind include:
- What is the prospect’s position or role within his or her organization?
- Where does he or she fit in? I.e. will they be a direct user of your product? (more on this in point 4 below)
- Is your prospect in a small or medium sized business setting or a specific department within a large-scale corporation?
- What products or services does the organization offer and how does your own product or service complement them or how they are sold?
- What is the history of the prospect’s organization?
The more information you have about your prospect’s background, the more details you have at your disposal to customize your upcoming online presentation and establish rapport with the prospect.