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17 The #1 Way To Increase Your Attendance Rate In Meetings With Clients

Name: 17 The #1 Way To Increase Your Attendance Rate In Meetings With Clients
Uploaded: 2023-08-18T21:01:17+00:00
Duration: 49 s
Channel: Bob London
Description: Bob London says most salespeople claim to do discovery but skip the crucial step: putting what the client told you matters most at the top of your next…

18 Aug 2023 · 1 min

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Bob London says most salespeople claim to do discovery but skip the crucial step: putting what the client told you matters most at the top of your next meeting agenda. Clients skip meetings that feel generic. Make yours about their stated priority, not yours.

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I've had so many conversations with people who say they use this open-ended customer discovery approach, open-ended disruptive questions and deep listening that I teach. And then they find out what's most important to the customer. And then they're able to make that the first item on the agenda for the next meeting. And then the attendance rate goes up because the customers say, "Oh yeah, well, that's the thing we said was important. So obviously we're going to go to that meeting." When we build agendas from our perspective and invite the customer, yeah, there's always going to be a little bit of like, "Okay, yeah, I guess we could do that meeting." But if the agenda starts with something they said was important to them, then I think you've established a connection that engages them. Engages them more. You got to remember, you're not the only product your customer uses. Some customers have 5, 10, 15 platforms in their technology stack or more, dozens, and they simply cannot justify meeting once or twice or 4 times a year with every single vendor. So you have to make yourself stand out by being curious and relevant as a vendor.