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Mourad Ben Mahmoud commented on

How do you prepare your prospect for a successful first call meeting?

We book call meetings with prospects and we feel like we could do a better job preparing our prospects before the call meeting, but how? Call checklist? Sending additional marketing materials?

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I think the biggest opportunity is to set the right expectations during prospecting. SDRs are typically not setting up a call to "show you how we can help" they are setting up a qualification or discovery call so the messaging from the start should communicate that
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The meeting whether is a diagnostic call or demo is important because no shows will take other follow up instances that you want to avoid. My approach is to 1) send any material you offered during your previous touch-point. 2) A relevant case study. 3) A confirmation of the time and day of the meeting that can be added to their calendars. The third... See more
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Thank you Daniel, the relevant case study wasn't in our playbook, going to add this one. 
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Hi Mourad, I'm using and having my team use a worksheet called Power of 5. It covers the following points:

- Purpose of the Call
- Need to Know (Premeditated) 
- Questions to Ask 
- What questions do I need to prepare to answer
- Possible Objections
- What If's
- Desired Next Step
- Tools / Handouts / Case Studies to send or bring with on a call


In addition...
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I love the list with their possible frustrations, such a good idea. Thank you Dan.
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