The Art of Preplanning Meetings
What do you do to go above and beyond when preparing for prospect meetings?
While most dealmakers arrive early with presentation material in hand, here is what a few savvy rainmakers do for going above and beyond:
1. A confirmation is sent to prospects via e-mail or snail mail thanking the person for scheduling the upcoming meeting. This correspondence includes a summary of what the rainmaker would like to learn about each prospect’s interests and needs during the meeting. Besides putting thoughts on paper, they are giving their prospects time to prepare answers for what will be asked of them during the scheduled get-together.
2. When more than four people will be part of a scheduled meeting, savvy rainmakers prepare ...
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