How to get the UPPER hand at Meet the Buyer!
Some tips for turning those valuable interviews into contracts with new clients. Just follow the acronymUPPERand you will be in with a winning chance.
U– USP – what is it and what exactly do you offer – make sure you can describe yourself in the equivalent of a tweet. For example ” I presented BBC TV’s Tomorrow’s World and now offer communications training, ensuring that any media encounter you have is an opportunity not an ordeal.”
P– problems and concerns. make sure you have researched their needs and concerns before you go to the meeting. Can you solve the problem or need? Are they most concerned about price, quality, timescale or safety for instance. Make sure your offer takes these concerns into account.
P– prioritise – you only have 10 mins!! Make your most important points first – think what is the one thing you want them to remember if they remember nothing else, and start with it. If they digress bring them back.
E– examples, testimonials. People are not convinced by what you say – credibility comes with what you DO, so give brief examples of your experience and track record.
R– result, solution. Explain how you can help them. Be clear, concise and demonstrate your competence. Your testimonials and evidence of experience will cement this.
Su Ingle Mediawww.suingle.co.uk[email protected] 07789 430642