You have finally made it, a meeting with the prime decision maker in a department that spends millions of dollars.   This is your opportunity to sell your company and products, except you ask a question that not only prevents the deal, but may prevent your chance at getting another meeting: “What can I do for you?” or “What keeps you up at night?”  These seem like harmless questions, however, it shows the buyer you have not done your homework.  You are hoping to find your opportunity in the question, but what you have really shown is that you do not know where your product fits or what is motivating the buyer.

Prior to a meeting, you should decide what your product can do for the buyer.  You should have done some research into what the department needs or into the contracts that may be expiring.  Knowing these things before entering the room shows you have done your homework and you can focus on your product.

The most important factor in these types of meetings is generally the price.  This is where you are going to tell the buyer that you can save them a lot of money.  However, be careful with this one. If you project millions in savings without knowing the details, chances are your audience will not take you seriously.  This is where you want to either showcase a successful contract in another state, with pricing examples or let them know that you have looked at their current contracts and you have identified specific areas of savings.  Be realistic, do not over sell.

Here are some questions you should be asking: 

• • “We know that your contract with company X expires in a year, when will you be putting that out to bid?”
  • “Will department x be focusing on new products or continuing to use the current vendors?”
  • “Besides the product we have shared with you today, and now knowing more about our company, are there other areas we should be researching?”

Also remember these three action items prior to your first meeting:

• • Do your research
  • Every team member should be prepared
  • Make sure your information matches the narrative

Michigan Legislative Consultants is a bipartisan lobbying firm based in Lansing, Michigan. Our team of lobbyists and procurement specialists provide a wide range of services for some of the most respected companies in America. For more on MLC, visit www.mlcmi.com or connect with us on LinkedIn and Twitter.