SELLING……FIVE STEPS TO COMPLETE ON FIRST VISIT TO A PROSPECTIVE CLIENT
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Table of Contents
1. Know the property and the project: Check out the site using your mapping software, walk the site prior to the meeting.
* Photograph the areas for conversation. . * Take notes of you observations.
* Pick out potential areas for improvement. * Note highly visible areas.
2. Review the specifications:Before the meeting if possible or with the client at the meeting to get accurate information for your proposal. * What are their objectives * What problems are there
* What is their budget * What services are being provided
* Who are they using now * What is their degree of interest
* What services wanted * What is the deciding factor
* Are they satisfied * What would they change
* Who else involved in decision
Target on your work, references, and similar projects.