Why does research and education play an important part of the business relationship?
Have you ever attended a business briefing or meeting without reading the materials ahead of time? I know I certainly have, and I also know that I felt like a fool when asked a question. It was up to me to be informed about the meeting and to read the information, and I neglected to do so. When you attend a meeting for a potential client, you will often find that they have not read much about you and have not done their research. Make sure that it is the other party wearing those shoes and not you. Find out all you can about their business so that you have a fairly accurate understanding of their potential business needs. You may also discover some problems they may have in keeping up with the competition or other items of interest that you can discuss at the meeting. You want to make sure that you are better informed about their business than they are about you.
Once you have gained an understanding of their business, spend some time in the meeting asking relevant questions about how they tackle certain aspects of their business. You are working towards forming a bond and a business relationship here, and not trying to sell your products or services. Have them speak on what they do best and what they think the competition's weaknesses are. Also give free advice on some possible solutions that you can discuss in detail further down the road. The main goal of the first meeting is an introduction and to get to the second meeting, nothing more and nothing less.
You may discover in your research that the company has many strong points, but at the same time some weaknesses may be revealed. Do not play on those weaknesses, but play to their strengths. If the weaknesses get in the way, it may be time to book a time with another client.
Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people's attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the "Networking Queen". Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://www.blueprintbooks.com
one time home cleaning Morton Grove ..Frankly, given the legal and regulatory requirements involved in attempting... Read More
Buying a franchise is not for everyone. This guide will... Read More
To get approval for your small business loan application, you... Read More
When a regulator finds a target to go after to... Read More
When we speak of branding most of the time people... Read More
Q: A friend told me that as a woman of... Read More
Are you -- like 70 percent of small business owners... Read More
How do you make sure you have the business solutions... Read More
Great question!Freeing your time is an indisputably key element in... Read More
On Monday the Department of Corporations in California revoked franchise... Read More
Cash is King?That is what everyone tells us and it... Read More
Send handwritten notes. That applies whether you're a guy or... Read More
Often smart entrepreneurs look for out of the way businesses,... Read More
Motivational author and speaker Jim Rohn says that for a... Read More
If you are a non-operator owner of many work trucks,... Read More
Microfiber cleaning towels have been around for about ten years... Read More
The home-based business market, sometimes called the SOHO (small-office/home-office) market,... Read More
Tap these treasures of ideas. The best money you can... Read More
The difference between rates and wages is not always clear... Read More
Many small business startups fail within the first 2 years... Read More
Attorneys and Lawyers are ruining the franchise industry. It is... Read More
If you run a pressure washing business it is a... Read More
The bad things starts with the letter 'O'?.like Obstacles, Obstruction,... Read More
CONSIDERATIONS FOR YOUR INTERN: Specify the number of hours the... Read More
Are you responsible for your results?What comes to mind when... Read More
eco-friendly cleaning service Glencoe ..As long as you eat and breathe you will stay... Read More
Great question!Freeing your time is an indisputably key element in... Read More
You're pretty proud of yourself! After all, only four months... Read More
It's a commonly quoted statistic: 80% of all small businesses... Read More
Hi, Charles...here, Your Cap and t-shirt guy From Texas. How... Read More
As a specialist in getting restaurants open, it is surprising... Read More
Managing cash flow is every small business owner's most important... Read More
A top executive called up me late in the night.... Read More
If an organization lacks a mission statement, it is worthwhile... Read More
Most pressure washing companies never look into some of the... Read More
Why does research and education play an important part of... Read More
Early in my career, I wrote an article for a... Read More
Many experienced auto detailing professionals who have started out using... Read More
-- Beyond Cold Calling, "Warm" Calling and Sending E-mails --Many... Read More
It seems so long ago that I started my first... Read More
I believe the number one reason why a business will... Read More
Imagine that you have operated a successful franchise business for... Read More
A Brilliant Marketing Idea... sounds great but what is it?... Read More
Aside from the fear of losing a spreadsheet or research... Read More
How do you make sure you have the business solutions... Read More
Someone new to business ownership recently told me, "Before I... Read More
If you own a mobile car washing, pressure washing or... Read More
You've come up with the best idea since sliced bread,... Read More
There are only a handful of car wash franchises in... Read More
In the world today, many people are further in debt... Read More
Small Business |