The Appointment: Ending The Meeting and Following Up
Try to be the one who ends the meeting. Say that you’ve got all the information you need and that you’ll either get back to them or that you can handle the work (if that’s the case). Quickly review what you’ve learned with the customer and ask them if you’ve covered everything. Arrange the next meeting, if necessary or a start date for delivering the proposal or starting the work and thank them for their time.
By taking control at the end you make life a lot easier for them. They don’t have to kick you out or cut you off. And it shows that both you and they have busy lives and that you respect that.
Review and Follow-up
After the appointment it is very important to schedule a review period with yourself. Think about what was accomplished or what was not and try to identify what worked and what didn’t. Make notes in your customer file and use them later. If you missed a question or need a little more information simply call them and ask for it. Say: ‘I was going over my notes and I realized that I still wasn’t clear on….’
Always follow-up with a personal note thanking them for their time. If you’re doing business together tell them you look forward to working together. If you’re not, tell them you hope to in the future. These follow up notes generate future business, turn negative meetings around and generate referrals. They are vital. And your competition probably never sends them.
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