Use Your Time Wisely When Waiting For Your Prospects

Here’s a situation with which you can all identify.

You’ve arrived on time at your prospect’s place of work and
you check in with the receptionist. The pleasantries over with,
you are asked to take a seat and the prospect will be with you in
five minutes. You’ve prepared sufficiently for the meeting and
so you sit down and wait for your prospect to appear.

What would be the best use of your time during this short wait?

Well, I’ve been kept waiting for longer than the promised time
before, and it can be quite frustrating. So, what do I do?

If it’s my first visit, rather than just taking a seat and
reading a magazine or newspaper, I will sometimes have a quick
word with the receptionist. Do they know the person I’m going
to meet? If so, ask some generic questions without it seeming
like you’re prying. How busy is the department at the moment?
What do they like about working here? These sort of questions can
get you a lot of interesting information that you might have
missed in your preparation.

Take a look around the reception area. Are there company
brochures that might give you an insight into the company
you’re visiting? Maybe they contain up-to-date sales figures or
new accounts that the company are dealing with. Although they
will be highlighting only good news, you might pick up some
useful information just by flicking through them.

Get a feel for the atmosphere of the place while you’re
waiting. Watch the mood of people as they pass through reception.
This will give you a taste of the welcome you might receive.

If you need to, just go over your questions that you have planned
to ask, and see if you can make them more personal or specific,
now that you have seen the working environment for the first
time.

Be aware of anything around you that could be mentioned in the
first few moments of meeting your new prospect. Are there
certificates on the wall? Pictures of the HQ or new buildings
they have just opened? Details of their clients? Anything that
will give you a pointer of how the business is doing and how
professional they are.

Remember, this reception area is the image they want to portray
to their customers. What does it say about them as a company?

You can pick up a lot just by using your eyes and ears while
waiting that few minutes for your prospect to appear. Use them
wisely and it will offer opportunities to make your opening
comments more specific and relevant to their business
requirements.

Sean

Sean McPheat

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