9/27/2023-Customer Meeting Goals

If you agree that the little things in sales make a big difference, start by using "you" more than "I" in documents, emails, and proposals. Clients will feel more engaged with the spotlight on them.

You’re a pro who regularly uses agendas to manage your customer meetings. Good for you…it’s what the TOP 10% do consistently.

Just like you need a golf coach to check your swing regularly, it might be time for you to consult a Meeting Agenda Coach to audit the agendas you prepare for your customers. The goal is for your agendas to spotlight your customers, not you.

Mostly, creating customer-centric agendas is a wordsmithing exercise. Words like "you," "yours," and your customer’s company name are better than "I," "we," and "us."

After preparing your agenda today for an upcoming pitch meeting, show it to your Meeting Agenda Coach (a trusted friend on your team).

Maybe your Coach will agree with the following edits of these agenda items that make them more customer-centric.

"Present the recent release of our 6.1." can become "Discuss <Client Name’s> Q4 objectives regarding 6.1."

"Discuss our revision to the Q2 contract proposal." can become "Understand <Client Name’s> assessment of Q2 contract proposal."

Beware of the limitations of personal pronouns when creating your meeting agenda items. Emphasize your client.

Pronoun mastery is key in sales: "you" the seller, is not nearly as important as the "you" who is the customer.

If you agree it’s the little things that make a big difference, then start by using "you" in documents, emails, and proposals more than "I." The client wants to see their name, not yours.

Eliminate the "I am sending this email to you…" and "I think you should see our demo v. 2.5." The customer cares about only one person.

Emails are the obvious place to correct to reduce your usage of "I," but spoken words are important, too.

What do you think will engage a prospect or client more in a face-to-face meeting: your usage of "I," "us," and "our"? Or, would the customer’s interest be piqued more if they constantly hear "you," "you," and "you" out of your mouth?

Unfortunately, action videos of Meeting Agenda Coaches doing their thang do not exist. That’s probably a good thing.

But if it’s a golf coach you seek, then you should hire the same mentor who taught the amateurs in this really fun 1-minute YT short.