An informal conversation with a client at the beginning of a business meeting, referred to as „small talk“, can be a valuable source of information for a salesperson. It is certainly worthwhile not to underestimate this informal exchange. „Small talk“ with a client can reveal key information and help you form a more comprehensive understanding of who the client is and which sales techniques are most appropriate. Here are four reasons why you should not omit informal conversation with a client.
You uncover what problems the prospect is currently addressing
Is the client or the company they represent in a specific phase or situation? Are they dealing with an urgent issue? Is there something troubling them? As stated by Forbes, „answers to all these questions will help you tailor your offer to the specific client“.
You learn the client’s preferred communication style
Even during a short conversation, you can determine how the client communicates and what form of interaction they prefer. Do they speak concisely and focus only on essential information, or do they prefer a more elaborate and descriptive style? Use these insights during the meeting and adjust your communication accordingly.
You discover the prospect’s priorities and values
If you ask open questions and allow the client to speak without interruption, you will learn a great deal about their values and priorities. The topics and details they choose to share will indicate what your proposed vision should primarily focus on.
You assess the prospect’s level of expertise
Even from an informal conversation, it is usually possible to determine how familiar the client is with the subject of the meeting. This level of knowledge should be taken into account when presenting your product.
-mm-