When planning out how to run your virtual meeting keep these things in mind:
First thing, as we talked about before, pre-meeting, make sure to send the agenda, and the information about how to join the meeting. It is our job to make sure both sides are clear on what to join, how to join, when to join the sales meeting.
Next lets talk about during the meeting, start the session like you would in a face-to-face setting, start by building rapport for at least 2 minutes. Catch up with them, check in on them especially during these economic situations on how the business has been affected.
Then you want to confirm the agenda and solicit feedback on the meeting. Double confirm, “hey so this is what we are going to be talking about on this call, is this what you had in mind? Are we heading in the right direction? Is there anything else you want to talk about?”. Get their feedback.
The next step is to go through the contents of the meeting, run the meeting, ask the questions, share what you want to share.
You want to make sure you have a nice wrap up, recap and summarise key points so that everyone is clear. “Here’s is what we talked about, here is what we agreed and this is what’s important to you”.
Next, arguably the most important part, is we need to make sure we agree on what are the next steps. Fellow sales people! We need to confirm next steps , who is going to do what, by when.
That is our job as sales professionals. Its to sum up the meeting, and go “ok so, I’m going to do this by this time, and it sounds like you are going to check with stakeholders, or introduce me to so and so, check on this and check on that and get back to me by tomorrow is that right? We need to lock it in and double confirm.
Then post-meeting, send a recap email to your prospect and add all of your notes to your Customer Relationship Management software (CRM) adding in reminders for key dates and tasks.
This is to help us stay organised around what we need to do for which customers, or are my customers waiting for me on something?”
We never want our customers to wait on us. We want to be waiting on them.
Lastly make sure you follow up and take action on agreed-upon next steps.