Filling the Pipeline

Today I had my second sales meeting. The opportunity came from my earlier prospecting efforts. This is a much smaller company with different goals and objectives compared to the the meeting with the previous company. If you want to catch up on the story from the previous company click here. This smaller company gave off a much more intimate vibe. The meeting was less pressure for all parties. It was actually a relief. The conversation flowed a little smoother and I was more comfortable contributing to the discussion.

The discussion started with some of the qualifications of our firm, we then went over the preliminary analysis. We briefly touched on things like expense ratio, back-tested performance, and diversification. Then we showed them the infographic of our plan management process. Lastly we finished the meeting by answering some of their questions and laying out the next steps.

I was very happy with what we presented. The woman we met with is the director of the HR department. While she is not the one making the decision on retaining us, she is the person we will have to go through to get to the decision maker. Essentially she is going to be selling us to the C levels. I hope we gave her enough relevant information so she can make a good case for us to get the next meeting. Our goal for the next step is to gather some info ahead of time and schedule another meeting. We want to come in for the next meeting and have a much deeper discussion with some real actionable steps for them, “the plan”.

Once we deliver the plan we have done all we can do. We have shown them what we are capable of upfront. We put in the work ahead of time before they make any decisions. This is our real goal. To provide everything we can, the best that we can. Then it is up to them to make that decision. At this point we are confident that they will choose us. We acted with integrity and honesty, they see that and at the end of the day that is what it is all about.

I will keep you updated on the progress. Hopefully it goes well.

 

Chris

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