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- ✌️ STOP Going Onsite (Unless You’ve Done This First)
✌️ STOP Going Onsite (Unless You’ve Done This First)
Keith Weightman
January 21, 2023
In this week’s issue, I’m going to review a simple checklist that is absolutely critical to do before your next onsite sales meeting. (and every other onsite after)
Sellers spend hours, days, weeks, months, and sometimes even years trying to secure a meeting to get in front of a buyer.
So when you finally get the chance - you better not blow it.
The problem is that the majority of sellers fall into 2 camps when it comes to meeting preparation.
The inexperienced rep - This seller doesn’t know any better and is unaware of what “good” looks like.
The experienced “know it all” - This seller has been selling for years and relies on a “been there done that” attitude.
However, there’s a 3rd type of seller that consistently eats 1 & 2’s lunch.
The “Elite” practitioner - This seller knows the “separation is in the preparation” and leaves nothing to chance when it comes to meeting preparation. (no matter how long they’ve been selling)
Much like a pilot who runs through a pre-flight checklist before EVERY flight to ensure safety - “Elite” practitioners follow a similar process before each onsite.
So let’s review an example of a pre-meeting checklist called the LEADS checklist.
*This checklist was developed by my colleague and “elite” seller Kiz Richardson. Go give him a follow. Also - this checklist can and should be adapted for virtual meetings as well.
Step 1 - Logistics
This may sound like table stakes, however, are you asking ALL of these questions?
Where - Where is the meeting location? Airport? Hotel?
What - Meeting room size? Number and setup of seats?
When - What time is the meeting? How does that impact the attendees? Time zone, virtual vs in-person attendees? Do we have enough time scheduled?
Leave behind material, supporting documentation, and/or swag?
Refreshments - Lunch, coffee, snacks, dinner event, etc.
Dress code?
Step 2 - Equipment
This may be one of the most important.
Nothing is more embarrassing than showing up onsite - only to realize you don’t have the right HDMI cable, or they don’t have a conference room with a monitor, etc. so you’re left frantically googling “Best Buy near me” or huddling a group around a laptop. (I’ve done both…more than once)
Audio - What’s the audio/conferencing setup?
Video - Can virtual attendees be on video? What does that look like?
Visual - How will we present our content? Adapters/cords for connecting to the AV equipment in the room?
Step 3- Agenda & Attendees
Make sure you’re reviewing your agenda with your coach prior to the meeting to ensure you’re aligned on the meeting objectives and attendees.
Have we triple-confirmed the agenda with all parties?
Who is attending? Who might attend? Their roles, responsibilities, and priorities? (Both on our side and the client side)
Step 4- Dress Rehearsal
If you’re not doing dry-runs before your onsites - then you’re putting your meeting at risk. Take the time to run through the meeting, get a feel for the flow, make changes where needed, and get the feedback of your team.
Will we be doing a content clickthrough?
Will there be an in person full dress rehearsal?
Step 5- Success Plan
If you don’t have a crystal clear objective of what “success” looks like OR what you’re trying to get out of the meeting - then you’re not ready to go onsite.
What are we hoping to get out of the meeting?
What does success look like?
How will that be achieved?
If you want to snag a copy of this checklist you can DOWNLOAD IT FOR FREE HERE.
TL;DR
Elite practitioners follow a strict pre-meeting checklist - EVERY meeting
Logistics
Equipment
Agenda and Attendees
Dress Rehearsal
Success Plan