If you’re losing sales then it’s usually down to these very basic reasons (despite what sales gurus might tell you!):

 

1. You’re missing the mark on value.

If what you’re offering doesn’t solve a problem or make life easier for your customers, they’re not going to buy. It’s as simple as that.

 

2. You’re not really listening.

Ever been on the phone with a salesperson who just talks at you? Not fun. Listening to what the customer needs is the first step to making a sale.

 

3. You’re jumping the gun.

Nobody likes feeling rushed. Pushing for a sale before you’ve built any kind of relationship is a surefire way to turn people off.

 

4. You’re wasting time on dead ends

Not all leads are worth pursuing. Learn to spot the ones that are just going to waste your time.

 

5. You’re ignoring objections

Brushing off concerns instead of addressing them only makes the customer more hesitant. Take objections seriously and work through them.

 

6. You’re forgetting to follow up

Out of sight, out of mind. Don’t let prospects forget about you—follow up and stay on their radar.

 

7. You’re making things complicated

Keep it simple. A confusing sales process is a sure way to lose customers.

 

8. You’re pretending competitors don’t exist.

Know your enemy. No solution is so unique that it doesn’t have any competition. Ignoring the competition won’t make them go away—it’ll just leave you in the dust.

 

9. You’re blending in instead of standing out.

If you’re just another fish in the sea, why should anyone choose you? Find your unique selling point and shout it from the rooftops.

 

10. You’re skipping the relationship-building part.

People buy from people they like. Take the time to build relationships—it’ll pay off in the long run.

 

Losing sales feels awful but it’s not the end of the world. Learn from your mistakes, tweak your approach, and carefully rebuild your pipeline being mindful of the above.

 

Is there anything I’ve missed? What would you add?

 

#sales #selling #edtech #pipeline #relationships #closing #saleprocess #edtech

Whether you’re navigating interviews, Q&A sessions, or engaging in conversations with stakeholders, mastering the art of media training can be the key to success as it keeps the focus ON the things you want to talk about and AWAY from those you don’t.

Here are three key tips I learnt in media training to elevate your communication game:

 

1. Know your North Star

The key to a good Q&A is don’t answer the question you’re asked, answer the question you wish you were asked. If there’s a crucial message you want to get across, that’s your North Star. Practice answering questions that lead you back there.

Then if they keep commenting on something trivial or something you don’t know well, you can bring the conversation back to what matters.

 

2. Don’t speak for others.

If somebody says “You must be shocked by your competitors’ collapse” don’t take the bait. Instead say you’ll let that person comment on their situation, and then bring the conversation back to your area of focus.

 

3. Have command of two or three recent statistics that support your perspective.

You don’t need to be a walking encyclopaedia, but a few stats are very compelling. Make sure they are no more than two or three years old, and that you can cite your sources.

 

What More Can You Do?

While the strategies above are indispensable, there’s always room for refinement. Here are a few additional tips to enhance your performance during Q&A sessions and interviews:

 

4. Active Listening: Pay close attention to the questions posed to you. Understanding the intent behind each query allows you to tailor your responses more effectively.

 

5. Authenticity: Stay true to your brand and values. Authenticity resonates with audiences far more than rehearsed or scripted responses.

 

6. Bridge Techniques: Master the art of bridging—seamlessly transitioning from the question asked to the point you wish to convey. This technique allows you to maintain control over the conversation.

 

7. Practice, Practice, Practice: Like any skill, effective communication requires practice. Engage in mock interviews, seek feedback, and continuously refine your approach.

 

By harnessing these insights and refining your communication skills, you’ll be better equipped to give interviews which drive your vision forward with clarity and conviction.

 

What else would you add? What do you find helps when you’re involved in Q&A sessions or interviews?

Our next #FinnemoreFireside is with Ben McGowan, Head of IT and Digital at Ted Wragg Multi Academy Trust and Simon Denham, a Procurement & Strategic Sourcing Specialist they worked with on their recent procurement of an MIS for the Trust.

 

I’ve known Ben for many years from his time at Scomis, and I was lucky enough to work with him at Capita for a short period. A couple of years ago he took up his current role leading the IT and digital strategy at Ted Wragg Trust so when the Trust was looking at MIS options back in 2022, I was delighted to be asked to give my thoughts on “the art of the possible” when it comes to planning for the future needs of the Trust and what MIS can help you achieve. It was there I met Simon Denham as Ted Wragg MAT had engaged him to advise on the procurement process to ensure it was thorough, compliant, and achieved the very best for the Trust and academies.

 

This fireside chat aims to share insights on procurement in the education sector, particularly regarding Management Information Systems (MIS), so if MIS procurement is your thing, or is on the horizon for your school(s), Trust or academies, then this conversation is for you.

 

In it, we discuss, amongst other things:

 

 

 

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Working with MIS

We’ve been lucky enough to have worked with most of the maintained MIS suppliers including SIMS (then owned by Capita), Arbor, IRIS Ed:gen, Pupil Asset, and, at the time of writing, working with Bromcom as they grow their user base across the UK.

We’ve recorded tons more #FinnemoreFireside chats on the topic of MIS with MATs, school leaders, support teams, suppliers and independent consultants which you can find here or subscribe to our You Tube channel for regular updates.

Other brilliant free, independent resources we’d recommend you take a look at include WhichMIS and BringMoreData. We also run a LinkedIn group ‘The Future of MIS’ which seeks to understand the new role of MIS in schools and explore what it will look like in the future – come and join the conversation 🙂

How suppliers are taking the stress out of data migration to ensure planned MIS switches don’t get derailed

 

If, like us, MIS is your thing then you’ll have recently seen the many posts and conversations regarding ESS’ new rules on the ways SIMS schools are allowed to migrate their data.

 

Even if you’re not an MIS user, you’ll likely have seen the news around it as one of ESS SIMS’ main competitors, Bromcom, has taken a serious stand in defence of its schools and the thousands of schools who plan to switch MIS in the future by pursuing the issue with the Competition and Markets Authority (CMA) and also initiating injunction proceedings to halt ESS’ legal threats to schools, support centres and MIS suppliers regarding migration process. More on this below, but how did this all start?

 

 

What has changed when it comes to data migration?

In late December 2023, ESS SIMS suddenly announced you can no longer send a database backup file to your new MIS supplier when you want to switch systems.

ESS has set out their reasons for making this decision and there’s lots of detailed guidance on their website around what is and isn’t allowed, plus the approved migration methods left available to schools if they want to move.

Sending a database backup file has been industry standard practice for at least 10 years and has been used by schools, support teams and suppliers thousands of times to help ensure a smooth transition. Understandably, the whole sector is now trying to identify ways of ensuring schools can migrate their data in a way which is as safe and efficient as the industry-standard method.

Based on some of the conversations we had at Bett, there’s additional frustration amongst schools and support teams: following the CMA investigation into 3-year contracts and whether or not schools had been given enough notice, as part of their submission to the Adjudicator, ESS gave details around the process of switching MIS and included the example of data being copied across from a backup of the school’s SIMS database. So some people are surprised that ESS has now said this has only recently come to their attention, and are sad to learn that this method can no longer be used (this post by Chris Kirk has more info).

 

Are other data migration options available when it comes to moving away from SIMS to a new MIS?

In their documentation, ESS points to the permitted alternatives. We’ve heard from many schools on this and some of the challenges they’re finding with these methods include:

• There is key data which doesn’t transfer, and it can have serious consequences for the school and pupils (for example, SEND data)
• The API option exports data but not anything like the amount you’re able to get from a backup copy of a database/ .BAK files. Exporters also exist but they tell us that there is usually a cost attached to these and, again, the level of data exported doesn’t compare to the data in .BAK files.
• The methods take a lot longer and the schools don’t feel they have enough time. Schools are required to give ESS three months’ notice if they wish to leave so, for most schools following the traditional April – March contract periods, they will have been required to give notice in December to exit at the end of March. We’ve heard from schools who have real concerns that they’re now not going to be able to extract all of their data but that their access to the system will be terminated in three months (and taking a local backup so you can refer to it later has also been prevented). They tell us they simply don’t have the budget or staff to do it.
• One suggestion was that perhaps schools could run SQL scripts on their own SIMS database so the .BAK file would never need to go to a new supplier as part of the data migration. However, ESS guidelines mandate against writing programmes that interface directly with the database including the use of SQL scripting or other direct database access. The cloud MIS suppliers will undoubtedly have developed (or be in the process of developing) utilities which do just this to make their migrating schools’ lives easier, but the use of these has been prevented.

 

We’ve been looking to identify alternate ways which are equally as quick and migrate the same amount of data so we also asked the LinkedIn community for advice on this plus any useful resources (you can check out the whole thread here).   So far, nothing comparable to the database backup/ .BAK file method has come up yet but we will share anything we find.

 

How is this affecting schools?

The upshot of all this is that the migration process when moving away from SIMS is likely to now be more complicated, to the point where there’s a real danger that schools are opting not to move.  So, what can be done?

 

Bromcom has led the charge in acting to protect its switching schools in that, should ESS initiate any legal action against those schools, they have said that they as a company will apply to join the proceedings and will cover approved legal costs for those schools. They are encouraging schools to continue with the switching journey and are providing further reassurance as they’ve also said that, in the unlikely event that a damages payment to ESS materialises, they will take responsibility for this payment.

 

Arbor has followed suit and done something similar by creating a Switching Guarantee where they have said they will take legal responsibility when schools transfer data to them via backup file. It’s likely that the other MIS suppliers will also be putting plans in place to help schools migrate as safely and efficiently as possible. We spoke with them all in and around Bett, and making sure schools continue with their switching journey was a high priority for everyone (we’d recommend getting in touch with the suppliers directly for all the info).

 

Does this work both ways; will I have the same problem migrating AWAY from a cloud MIS in the future?

No, these problems are unlikely to exist if ever you choose to move away from your cloud MIS supplier as there is good, publicly available information on offboarding and end-of-contract processes for all cloud MIS listed on the G-cloud. Even if you don’t intend to use G-cloud to procure, it’s worth looking at the MIS profiles there for transparent information.

 

We’ve included links below to the main two challengers (these two suppliers also provide a complete copy of the database to schools when they move away) and you’ll be able to find this information for all solutions listed on the G-cloud as it is one of the required answers when submitting a listing.

Bromcom – https://www.applytosupply.digitalmarketplace.service.gov.uk/g-cloud/services/745510438906746

Arbor – https://www.applytosupply.digitalmarketplace.service.gov.uk/g-cloud/services/907086007758171

 

 

Where does this leave schools?

Ultimately, schools just want to exercise their right to their data and to select software of their choosing. There are still ways to migrate data out of SIMS and MIS suppliers are doing everything in their power to help schools with their move.

And if you do find yourself on the end of a legal challenge from ESS, the two biggest cloud MIS suppliers have made statements about how they will support schools.

 

Finally, in a major step, Bromcom is pursuing the issue with the Competition and Markets Authority (CMA) and applying to the High Court for an injunction to halt what they consider to be anti-competitive behaviour by ESS. Their received legal advice is that schools are not in breach of contract by providing SIMS SQL backups so Bromcom is initiating injunction proceedings to halt ESS’ legal threats to schools, support centres and MIS suppliers regarding the migration process. Watch this space!

 

It will be interesting to see what happens next, but we really hope that schools don’t feel they can no longer proceed with their plans. If you’re in the process of switching or are considering switching in the future, definitely reach out to prospective new suppliers and ask them to talk you through the migration process. They will be more than willing to help 😊

 

 

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Working with MIS

We’ve been lucky enough to have worked with most of the maintained MIS suppliers including SIMS (then owned by Capita), Arbor, IRIS Ed:gen, Pupil Asset, and, at the time of writing, working with Bromcom as they grow their user base across the UK.

We’ve recorded tons more #FinnemoreFireside chats on the topic of MIS with MATs, school leaders, support teams, suppliers and independent consultants which you can find here or subscribe to our You Tube channel for regular updates.

Other brilliant free, independent resources we’d recommend you take a look at include WhichMIS and BringMoreData, We also run a LinkedIn group ‘The Future of MIS’ which seeks to understand the new role of MIS in schools and explore what it will look like in the future – come and join the conversation 🙂

We’ve been privileged to speak with even more edtech and industry thought leaders throughout 2023 as part of our #FinnemoreFireside chats, and the insight they continue to provide to us and our community is invaluable.

 

Thanks to Catherine Tallis of HFL Education, a long-standing provider of MIS support to schools, for discussing how support teams must adapt as the MIS market continues to evolve.

 

Thanks to Derek Hills from Ark for sharing your views on where you see AI fitting into technology budgets and the broader education landscape, and what the future of MIS might be.

 

It’s great to speak with thought leaders from government so thank you to Edtech NED, legislator, schools and education expert Jim Knight for your thoughts on the disconnect between the education and labour market, and the need for a school system which truly meets the needs of learners, communities and employers.

 

Thank you to Chris Kirk of CJK Associates Ltd for your insight into MAT’s needs in terms of vision, strategy, operating models and governance, and what this means for suppliers – both now and in the future.

 

Our chat with Lyndon Stickley and Sam Curtis of iplicit is essential listening for everyone with an interest in finance as they discuss the importance of change in the education sector and the need for flexibility and adaptability in finance and management systems

 

Thank you to Ollie Burnett from the school support team in Coventry for talking to us about all the valuable ways they support their schools, including helping them procure and migrate to their new MIS as a group earlier this year.

 

Finally, we were delighted to speak with Izzi Dorrian and Ed Butcher, founders of the brilliant Habitude workflow platform, for an insightful discussion on the evolving landscape of MATs, the importance of infrastructure, and the need for a clear vision.

 

As always, we’ve thoroughly enjoyed making the series and are looking forward to a fantastic 2024!

 

Have a great Christmas break

 

Best wishes from Sarah & Nick

 

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Subscribe to our YouTube channel and get notified when new videos go live, or join our mailing list for tips on future-proofing, MIS news, growth strategies, and much more.

 

The pursuit of perfection is a double-edged sword. Perfectionism is just procrastination in disguise – and procrastination will kill a product release stone dead.

You see this happen all the time in software, and unfortunately, Edtech is no exception. Companies aim to only release a 100% perfect product because they fall into one of these traps:

 

1. They honestly believe they can create an amazing solution through ‘thinking things up’ in their office/bedroom/ivory tower. What they need to do is get their solution out into the real world to see if it meets the customers’ needs.

 

2.  They’re scared of messing up so spend a lot of time strategizing to try and ensure they don’t fail at all.

 

The truth is that perfectionism is bad for business. Waiting endlessly for the perfect solution not only hinders progress but also opens the door for competitors to gain an edge.

 

The Pitfall of Perfection: Businesses risk losing valuable time that could be spent gaining insights and refining their products by only striving for perfection. While it’s natural to want to deliver excellence, the reality is that waiting for perfection allows competitors to swoop in, gather feedback, make improvements, and potentially dominate the market.

 

The MVP Advantage: Enter the Minimum Viable Product (MVP). Instead of aiming for perfection behind closed doors, releasing an MVP allows you to bring your solution to market quickly. This initial version may not be flawless, but it opens the channels for crucial customer feedback.

 

Listening to Your Customers: The beauty of the MVP approach lies in its inherent openness to customer input. Launching a basic version of your product invites users to share their experiences, preferences, and suggestions. Your customers become invaluable collaborators, guiding the iterative process and steering your product towards perfection based on real-world needs.

 

Competitive Edge Through Iteration: While perfectionism breeds stagnation, embracing an iterative approach propels your business forward. By consistently releasing improved versions based on customer feedback, you stay ahead of the competition. Your responsiveness to user needs positions you as a dynamic force in the market, ready to adapt and deliver what customers truly want.

 

Embrace imperfection, release your MVP, and let your customers be the architects of perfection!

In the education sector where every pound spent should contribute to the holistic development of students, the procurement process plays a crucial role. However, it’s not just about finding the lowest price; it’s about identifying the best value solutions that align with the specific needs of the school. And the quest for the best value goes beyond the price tag. 

 

The Challenge 

Many schools and trusts in the UK find themselves navigating the complex landscape of procurement without the guidance of a specialist. Often, that role must be covered in-house and staff often wear multiple hats, so the responsibility of buying high-cost and high-risk goods and services can feel risky and resource-intensive. Schools are also inundated with marketing materials, sales calls, and emails which can further complicate decision-making, leading many schools to stick with incumbent suppliers for a sense of security, even if it doesn’t always translate to the best value. 

 

 

Other things need to be taken into consideration: 

 

Diverse Procurement Landscape: Schools should recognise the diversity within the procurement landscape. Not all suppliers are created equal, and exploring alternative options can be the key to unlocking better value. A dedicated procurement specialist can help schools navigate this landscape efficiently. 

 

Time and Resource Constraints: Understanding the time and resource constraints that school staff face is crucial. Procurement processes need to be streamlined and straightforward, allowing staff to focus on their primary responsibilities. This includes minimising the administrative burden associated with purchasing decisions. 

 

Breaking the Incumbency Bias: The inclination to stick with incumbent suppliers can be a common challenge. Schools should evaluate whether the existing partnerships genuinely provide the best value or if exploring alternatives could lead to cost savings, improved services, or both. 

 

Supplier Relationships: Building and maintaining relationships with trusted partners is essential. Schools should prioritise suppliers who not only offer competitive pricing but also understand the unique needs of the education sector and are committed to providing quality services. 

 

 

So what is the best way to tackle procurement to get the best value and return on investment? 

Invest in Procurement Expertise: Consider allocating resources to a dedicated procurement specialist or look to your Support Team for help and ideas. This investment can significantly streamline the procurement process, ensuring that the school gets the best value for its money. 

 

Implement Technology Solutions: Explore technology solutions that can simplify the procurement journey. E-procurement platforms (e.g. G-cloud,  ScoStore) can centralise information, provide insights into supplier performance, and facilitate a more transparent and efficient process. 

 

Regularly Review Supplier Relationships: Conduct regular reviews of supplier relationships to ensure they align with the school’s evolving needs. This practice can help identify opportunities for improvement, renegotiation, or exploration of alternative options. 

 

Encourage Competition: Foster an environment that encourages healthy competition among suppliers. This can lead to more competitive pricing and innovative solutions, ultimately benefiting the school. 

 

Educate Staff on Procurement Best Practices: Provide training for staff involved in the procurement process. Educating them on best practices, including how to assess value beyond price, can empower them to make informed decisions. 

 

 

By understanding the complexities of the procurement landscape, acknowledging the challenges faced by staff, and implementing strategic recommendations, schools can get the best value for their investments. Ultimately school leaders and those with procurement and finance responsibilities want to ensure that every pound spent contributes to the success and well-being of the students they serve, so arming yourself with knowledge and support beforehand and exploring all the options out there is a great first step. 

Our latest #FinnemoreFireside is with Izzi Dorrian and Ed Butcher, founders of the brilliant Habitude workflow platform for MATs, designed to solve slow, unreliable or lost admin by connecting people, platforms and data into trackable workflows.

Both Izzi and Ed are from an educational background themselves and it’s a really insightful discussion including:

• The significance of education and why both are involved in the field.
• Importance of stability: Emphasis on understanding policies and processes, especially in times of frequent policy changes.
• Recruitment and retention: Highlighted the challenge of administrative hassles, compliance, and the need for strategic recruitment and onboarding processes.
• MATs’ future challenges: Discussion on the evolving landscape of MATs, the importance of infrastructure, and the need for a clear vision.
• Role of technology: Exploration of the role of technology in MATs, potential improvements, and challenges in adapting to different MAT structures.
• Openness in data: Advocacy for open data among edtech companies, with a focus on collaborative efforts for better data flow and management in MATs.

 

 

 

 

 

 

Across the education sector resources are often stretched and budgets closely monitored, so procurement is a critical process. For schools in the UK, understanding the complexities of procurement can be akin to navigating a minefield. The consequences of poor procurement decisions and non-compliance with procurement legislation are far-reaching, including legal challenges from suppliers, contract cancellations, and hefty financial penalties. These challenges are not only costly and time-consuming but can also tarnish your school’s hard-earned reputation.

 

So, how can schools successfully navigate procurement challenges while ensuring compliance? Here are some key ideas and strategies worth exploring:

 

1. Embrace Procurement Expertise

Procurement is a specialised field that requires a deep understanding of laws, regulations, and best practices. Schools should consider bringing in or training staff members with expertise in procurement. These individuals can guide the process, ensuring that the school remains compliant while obtaining the best possible value for goods and services.

 

2. Stay Informed About Legislation

Procurement legislation is not static; it evolves over time. Schools must stay informed about the latest changes in procurement regulations. Subscribing to newsletters, attending training sessions, and engaging with relevant professional organisations can keep your staff updated on the latest legal requirements.

 

3. Define Clear Procurement Procedures

Having clear, well-defined procurement procedures in place is crucial. These procedures should outline the steps to be followed, the responsible personnel, and the thresholds that trigger various procurement methods (e.g., competitive bidding, quotations, or direct contracting). Clear procedures minimise the risk of errors and non-compliance.

 

4. Use Framework Agreements or Dynamic Purchasing Systems

One way to simplify procurement is to utilise framework agreements. These pre-negotiated contracts with suppliers can save schools time and effort. By leveraging the collective buying power of multiple schools, framework agreements often lead to better value for money. Schools can access these agreements through central procurement organisations or consortia. Equally, using a Dynamic Purchasing System offers access to pre-vetted supply chains and can significantly reduce timescales compared to traditional procurement processes.

 

5. Promote Competition

Competition is a cornerstone of sound procurement practices. Encourage suppliers to submit competitive bids by reaching out to a diverse range of potential suppliers. Open and transparent competition helps ensure that your school secures the best deals.

 

6. Conduct Regular Audits

Regular audits of your procurement processes can help identify areas where compliance may be lacking. These audits should assess not only the legality of procurement decisions but also their efficiency and transparency. Corrective actions can then be taken to rectify any shortcomings.

 

7. Collaborate with Peer Schools

Collaboration is a powerful tool in navigating procurement challenges. Schools can share their knowledge and experiences with procurement, learning from one another’s successes and failures. Establishing a network of peer schools can provide valuable insights and support.

 

8. Leverage Technology

In the digital age, technology can streamline procurement processes. E-procurement systems and software solutions can automate many aspects of procurement, making it easier to track compliance, generate reports, and maintain a paper trail of all transactions. Using these tools can save time and enhance accountability.

 

9. Seek Legal Counsel When Needed

When facing complex procurement decisions or legal challenges, don’t hesitate to seek legal counsel. Procurement law can be intricate, and legal experts can provide guidance and representation when necessary, safeguarding your school’s interests.

 

10. Prioritise Ethical Sourcing

In addition to legal compliance, schools should prioritise ethical sourcing. Consider the ethical implications of the products and services you procure, such as fair labour practices, environmental responsibility, and support for local businesses. This not only aligns with your school’s values but also sets a positive example for students and the community.

 

11. Train Your Staff

A well-trained procurement team is a critical asset for your school. Ensure that your staff members are knowledgeable about procurement regulations, ethical practices, and efficient procurement methods. Training programs and workshops can help build their expertise.

 

12. Communicate Transparently

Maintain open and transparent communication throughout the procurement process. This includes clearly communicating your school’s requirements, evaluation criteria, and timelines to suppliers. Transparency fosters trust and reduces the risk of disputes.

 

 

Conclusion

Navigating procurement challenges while ensuring compliance is no small feat, but with the right strategies and a commitment to best practices, schools can overcome these obstacles. By embracing procurement expertise, staying informed about legislation, defining clear procedures, using framework agreements, promoting competition, conducting regular audits, collaborating with peer schools, leveraging technology, seeking legal counsel when needed, prioritising ethical sourcing, training your staff, and communicating transparently, you can successfully navigate the procurement minefield.

 

Remember that procurement isn’t just about getting the best deals; it’s also about demonstrating your school’s commitment to responsible, ethical, and transparent practices. By doing so, you not only protect your school’s financial interests but also uphold its reputation and set a shining example for your students and community.

It’s a well-known good practice to do your research before you meet with a potential customer.  Spending some time understanding them so you can have a decent conversation with them when you meet goes a long way and shows you’re serious about them.  The question is: how much is too much?

 

When selling in education, I worked with a guy for several years who made a point of researching the schools we were due to meet with; he wanted to come across as a ‘trusted advisor’ as opposed to a salesperson.  However, he would take it far too far and spend the meeting quoting their school motto at them, discussing their school trips and questioning their exam results; they didn’t feel like he had done his research, they felt like they were being stalked!  It ended up having the opposite effect and the staff would become suspicious and back away – it rarely ended in a successful sale.

 

If you veer too far into the realm of over-research, you’ll likely give your potential clients the creeps rather than impressing them. Striking the right balance is the key to a successful client meeting. Here’s how you can do it:

 

1. Background Research: Start by gathering some basic background information about your potential customer. This might include their mission, vision and values, size, and any recent news or developments related to their school or trust.
2. Tailored Questions: Use your preliminary research to frame thoughtful questions. Focus on inquiries that demonstrate your genuine interest and understanding of their needs. For instance, instead of quoting their school motto, you can ask how they envision their future.
3. Active Listening: During your meeting, pay close attention to what your potential client says. Listen for pain points, challenges, and objectives. This is where you can showcase your expertise by aligning your solutions with their needs.
4. Engage in Two-Way Dialogue: Make the meeting a conversation, not a monologue. Share relevant insights from your sector and how your business can provide value. Encourage your potential customers to share their thoughts and expectations.
5. Respect Boundaries: Remember that your potential customers have their comfort zones and boundaries. Respect their personal space and the information they choose to share.

 

The key to successful customer meetings lies in a balanced approach to research. While thorough knowledge is valuable, your customers ultimately want you to be an expert in your own field, not theirs.

So, be curious, be prepared, but most importantly, be attentive and adapt to your customer’s unique needs. By doing so, you’ll forge more genuine connections and create a stronger foundation for successful sales relationships.