The Appointment: Preparation and Stage Fright
The only way to get right down to business and really make progress within a brief meeting is by being fully prepared. This preparation includes:
• Customer Research- Go out and find out as much as you can about their business. Ask business acquaintances, go to the Internet and look up articles about them and check with business associations. This is both a background check to warn you of potential problems and an information gathering process. It really helps when they think you’ve done your homework.
• Portfolio and Presentation Preparation- You must customize your presentation to the needs of each customer and you should do it ahead of time.
• Rehearsal- Go over your presentation either mentally or with a partner to make sure you cover all the points. Use notes if necessary. A rehearsal is a powerful tool for making your presentation sing.
• Call To Confirm- Always call that morning or the day before to confirm that you’re still on. This can be done with an assistant, secretary or other gatekeeper who has access to your prospect’s schedule. It saves time and serves as a reminder that you’re coming in.
Preparation also includes dealing with stage fright. Stage fright is a common affliction and, to a certain degree, is a healthy indication of getting yourself ‘up’ for the event. Carried too far, it can serve as an excuse to avoid selling. Stage fright recedes with experience and preparation. If you lack experience make up for it by preparing carefully and rehearsing. And remember what I was told the first time I got on stage at a crowded nightclub with my first band: Everybody gets it but once you get started it goes away. This is true if you have prepared well.
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