You don’t need to be a consultant for long to realize that you’re going to spend a lot of time in client meetings–introductory ones, sales calls, interviews, project kick-offs, status meetings, team meetings, and the list goes on.
Sometimes, though, you’ll also have to lead “big” client meetings–when the stakes are high and there is little room for error. I’m not talking about your run-of-the-mill events, but the occasions when you’re asking a client to make a significant change, commit to a substantial investment, or you have to deliver some unpleasant news.
These are the meetings that can make your hair stand on end, cause sweaty palms, and test every bit of your skill as a consultant. Maybe it’s a pivotal sales presentation, or a meeting to ask your client to make an important decision. Whatever its format or purpose, how do you make sure that you get the best outcome from your next “big” meeting?
Before You Go On
Of course, you know that you need to prepare well for a big meeting. In fact, the success (or failure) of such a meeting depends primarily on the quality of the work you do ahead of time.
And obviously, you have to cover the basics: create compelling content; find out who will attend and why; understand the role each person will play; and learn what the participants think about the topic.
Be sure you don’t overlook three other aspects of your preparation, though. First, define your ideal outcome. What result do you envision? What would you want the client to do or say? Be specific. Think about your meeting and finish this sentence, “This meeting will be a success if it results in ____________.”
Second, remember that everyone appreciates choices. For most issues, there are options; resist the urge to focus on only one. You can (and should) have a preferred solution, but be ready with alternatives too. Clients will see the logic of the best option if they also understand the pros and cons of their other choices.
Finally, many consultants believe they know exactly how to address a client’s issue before anyone else does. Some will rush off, prepare their thoughts, and design an approach to solving the problem.
read more: http://mindshareconsulting.com/succeed-big-client-meeting/
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