How to hold more effective B2B sales meetings

Put yourself in the situation:

Hours and hours trying to penetrate your target market and planning how to reach your potential customers.

Minutes and minutes planning how to present the solution to those clients’ problems, writing your presentation, setting up appointments…

It is time before the meetings that you have already invested without closing any sales yet.

On many occasions, we feel that we have wasted all that time when we don’t achieve the objective we were looking for.

But don’t worry. In this post, we are going to tell you the only way to generate effective B2B meetings.

Go for it and close sales!

Benefits of holding effective B2B meetings

Although the final benefit of holding an effective meeting is obvious, closing sales may not be the only goal of this type of meeting. 

If you hold a B2B meeting of this type, you will reinforce your company’s image and, based on real objectives, you will show authority and gain more prestige. 

In addition, you will present your products and services as the solution to the problems of the business of your potential client.

It is possible that new business opportunities may arise from holding these meetings and you may be able to see other horizons by chatting with other B2B businesses. 

Finally, both your business and the business that is meeting with you are expanding your network. Your meeting may be great, and you may not close the sale at the time, but it can be closed in the future if you have approached the meeting correctly. 

Don’t give up!

Tips for holding effective B2B meetings with your customers

The first thing you should be aware of is that meetings should not last forever, nor should they be scattered or boring.

If you don’t manage to make meetings pleasant, with a start and end time, it will be difficult for them to have a happy ending.

On that basis, write down or save this post to keep an eye on it as often as you need to. :)

Segment the market and think carefully about which businesses to target.

You can’t just go into any market or to any customer.

Think that both you and your client must find that point of union to generate business for both of you. For this reason, not just any client or any company will do.

Remember that one of the benefits of this type of meeting is to complement each other and generate new business opportunities for both of you.

Initial research, essential for laying the groundwork

Once you have done the segmentation, think that you cannot plan a B2B meeting without knowing who you will have in front of you.

If you don’t know that business, you will hardly be able to present your services as the solution to their biggest problems.

So, do your research. Visit their website, read their blog, check their social networks, pay attention to their customers’ comments, etc.

Make the objectives of your meeting clear and realistic.

Running around like a headless chicken is the opposite of effectiveness.

Pacing back and forth, with nothing clear will cause you to become scattered and unfocused; so, your meeting will be chaotic.

It is more than likely that you will not be able to close a sale in the first meeting, unless you have thought of a client who knows they need you. Usually that sale will be effective after a couple of meetings, sometimes more.

So perhaps in your first meeting you could aim to present your business, the benefits you will bring to your client, how you will help them improve, validate the other party’s interest and listen to them.

In a second meeting, you could present budget and resolve doubts. If they need it, you could have a third meeting to close the sale.

Therefore, set clear, realistic objectives and mark your presentation based on them. This is the only way for your B2B meeting to be effective.If you follow this line that we are sharing with you, you will mark a certain commitment with your client and you will gradually build customer loyalty.

Schedule your meetings now

After setting your objectives, it is time to contact your target customers and schedule your first meetings.

In this appointment, make it clear:

• Start and end date and time of the meeting.
• Share the key points of the meeting.
• Leave a space for the client to add points to the meeting if they wish.

These tips make the difference between an effective B2B meeting and a chaotic B2B meeting.

On the day of the meeting, keep in mind these final points

• Check that the WiFi is working, and that the presentation will display correctly on the screen on which you will be projecting it. 
• Review the presentation and add any points that the client has added.
• Welcome the clients as they deserve. :) 
• During the meeting, explain, but listen. Resolve questions and doubts, you will knock down objections as you develop your meeting. 
• Make a final summary and send it together with the quotation, if you have been asked for one, and summon the client to a next meeting, if necessary.

Oh, and don’t forget to read our post on closing sales in your meetings with top tips, actionable and super fast. 

Needless to say, at Meeting Dots we are “ready” to help you penetrate the market you are looking for, schedule those meetings with your potential clients and give you a hand throughout the whole process. 

If you want to do it alone, great! In this post we’ve compiled everything you need to generate effective B2B meetings. 

Any questions? Write to us in the comments and we’ll look at them together.