How to Run an Impressive b2b meeting
B2b meetings were disrupted in 2020 due to the Coronavirus pandemic. In 2021, more work has been shifted towards online.
B2b meetings (including marketing and sales) were disrupted in 2020 due to the Coronavirus pandemic. In 2021, more work has been shifted towards online or virtual meetings than before to survive businesses.
As the b2b marketers are facing huge challenges in virtual engagements due to the covid-19 pandemic, this guideline will help you to run an impressive b2b meeting in 2021 with the best strategies.
1. Do market and competitor’s research
To make your b2b meeting fruitful, you have to do market research and define clear outcomes of the meeting.
- Know about what is happening in the industry now? You can do a quick Google search to check the trending news about the industry.
- Keep an eye on the competitors. Know what they are doing that may affect your or your prospect’s business.
- Search about the target audience of your industry. What do they want right now?
- Use social media to know the latest trends and seasonal parameters that may affect your prospects or your business. Find how you can help with that.
Knowing all these parameters will make a winning point for you in a b2b meetings.
2. Research right prospects and network
Focus on researching about the prospect as much as you can. Find information about their company, role, financial status, and goals in the industry. You can check their website or social media profiles (especially LinkedIn) for this purpose. Make sure you get their pain point and how your business (product or service) will solve that.
You can also create a questionnaire and ask them to fill it in. Also, create and send an agenda to further clarify the purpose of the meeting.
All these steps will help you to make a strong bond between your prospects and your business.
3. Prepare and practice best content for b2b meeting
To make your discussion interesting, you can add relevant short videos, infographics, slideshow, or brochures. Make sure all the content is easy to understand and relevant to the agenda. You can make a folder of this content and share it with your attendee.
One more tip is; have a hard copy of your related content or agenda. It will help you avoid opening multiple documents on your PC.
Practice this well before the meeting to ensure relevance.
4. Check video software and other equipment
Video Software B2B
There are a lot of popular virtual software such as Zoom, GoToMeeting, Skype or Google Hangouts, etc. in the market.
Ensure to check the software before the meeting to choose the best one that works for you.
You should select the software considering these factors:
- It should be easy to use so that you and your prospect feel comfortable while using it.
- The software should be reliable. It will minimize the chances of problems created during the meeting.
- It should be easily integrated with the tools that you will be using during the meeting.
- Make sure it can be operated smoothly with your internet connection.
5. Ensure best place and connectivity
You have to give a professional impact in virtual b2b meetings same as the physical meeting. Dress professionally and sit properly. Make sure your background is nice, clean, and tidy. A home office place is the best option, but if you don't have one, use a virtual background.
Turn off the notifications from your device. Tell your family members to not disturb you during the meeting and lock the room (if possible).
Also, make sure to check the video and audio quality of your system. Use high-quality headphones, a microphone, and a video camera for the best experience. Make sure your Wi-Fi connection is stable for the meeting.
6. Have great communication
Always have a conversational tone in the meeting. First of all, introduce yourself with your experience and future goals. Also, improve your communication skill and make a quick introduction about your business and then focus on all the points described in the agenda. A well-structured conversation will show respect and value to the time of your prospect.
Also, you can arrange a live demo about your product or service to build more confidence and authority. Explain the value they can get if they choose your service. Be a problem solver by showing real testimonials or demos of your service.
7. Allow the prospect to talk
The best practice in a b2b meeting is to ask questions from prospects. To build their interest, you have to know their challenges and pain points. Prepare specific questions with relevant information rather than just asking simple questions. This will give you an idea about what they expect from their business.
8. Get a CTA (Call-to-Action)
Call to action b2b
A CTA (call-to-action) is the outcome of your b2b meeting to make it impressive and successful. After a clear and concise b2b meeting, you may have different concluding aspects. For example, you can ask your prospect to have a free trial of your service, or they may have the option to work with you. Note down these C-T-As and process for follow-ups.
9. Make an effective follow-up
A follow-up to a meeting is a very important aspect for your business and your prospects. You can send an e-mail or conduct a phone call for a more personal touch. Ask your prospects if they need to know more about your product or service. You can offer them a special discount or free trial when you follow up after some days or weeks. In any case, a follow-up is a must.
According to a study, 48 % of sales representatives do not follow up after b2b meetings.
As you aim to build a strong relationship, you should focus on active listening with a regular gentle reminder via an email or phone call.
10. Do Remote Contracts Professionally
While in physical meetings, you get signs for the contract, the same can go with e b2b meetings. You can prepare the necessary documents on Google G Suite and share them with your prospect. You can go through the terms and conditions during the meeting. If they understand and agree with the terms and conditions, they can do digital signatures. You can also send a courier of the corresponding documents if they want to do physical signatures.
Also, specify some time to answer their questions and concerns about the meeting. Make use of advanced technologies to get the deals done during b2b e-meetings.