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Client Meeting Guide 2.0 - Reference Guide

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8 views

Client Meeting Guide 2.0 - Reference Guide

Uploaded by

Cory Wageman
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Client Meeting Guide 2.

0
The use of this guide is for students of The SMMA Blueprint
Program. Reproduction, sharing, or reselling of this document is
strictly prohibited.
Client Meeting Guide 2.0
Business Name
____________________________
Meeting Contact Names
____________________________

⇒ Opening: Your goal is to have fun with this. Think of your client meeting as
a conversation versus a test. You are going to be asking them questions to build
trust, but initially we always try to make light of the meeting, laugh about the
weather, current events, time of year, etc.

⇒ Moving to business: “Anyways, let’s get down to it here. I want to be


respectful of your time and get you back to your day. As I mentioned I specialize
in helping companies like yours grow their revenue sustainably through the
effective and economical use of social media.

“My agenda here is to tell you a bit about myself and how we can work together,
but in order to put together a plan that makes sense for your specific needs, I’ve
got a few simple questions. Is it cool if I go ahead and go through that quickly?”

“Great.”

How big is your team currently? ______________

“Awesome, that’s helpful to know.”

How long have you been in business? ____________


Key #1: Understand their goals
Your goal here is to understand their goals for their business. This is different
from their current capacity, because this is where they want to grow, not just
what they have capacity for.

This can also be more than a monetary or earnings goal. It can involve impact,
flexibility, less time spent on the business, etc.

One of our first clients wanted to hit an additional $500k in revenue so that they
would be able to do more non-profit work, as an example. Several of our clients
have wanted to find an agency that can help them grow sustainably so that they
can hire more staff and fire themselves from working so hard.

What are your long term goals for your business?

___________________________________

How much are you trying to grow? Are you looking to expand once you fill
your current capacity?

___________________________________

Outside of growing your businesses revenue, are there any other goals that
you are trying to hit that will be a byproduct of your businesses growth and
success?

___________________________________
Key #2: Your goal here is to understand their revenue.
How many members do you have? (or sales are you making per month, clients
visit your office.. Whatever quantifies what they sell)

“Can I ask what you are at for annual or monthly revenue currently?”
_______________________

If they are not willing to give you this info, say something like “Haha totally get it, I
just like to get an understanding so that I can make a custom strategy that makes
sense for your revenue and your budget.”

Then, jump into this:

How many members / customers / sales / subscribers / etc. are you at today?
____________________

You can then either multiply this by the average cost of a membership, or you
can ask them
“What is the average order size / membership cost / sale / etc.?”
___________________

You now have what you need for one of the key items that you need to put
together a proposal!

(# of sales / customers / sales / subscriptions / etc.) x (average order size /


membership cost / sale, etc.) = Their revenue

For example: (100 monthly members) x ($80 monthly membership) = $8,000


revenue per month, or $96,000 per year
Key #3: Your goal here is to understand their current situation.
THIS IS WHAT WE CALL “GETTING THE MONEY ON THE TABLE!” 💯
“How many more members, sales, subscriptions, etc. could you handle without
needing to increase your square footage, hire more team, increase inventory, or
otherwise change your business?”

__________________________________

For example: “I could handle another 100 members at my gym.”

You know from your previous question that their average value for a member is
$80 per month, so they are missing out on $8,000 per month or another $96,000
per year!

So now what you have just done is gotten an understanding of their current
earnings, and an understanding of their maximum current capacity. The
difference between these two is the money they are leaving on the table, or
the money that they are missing out on by NOT hiring YOUR AGENCY!

For example:

If they are at 100 members, and could handle another 100 members with a value
of $80 per month, per member - The numbers look like this:

Current capacity: (200 members) x ($80) x 12 months = $192,000 per year


- minus
Current revenue: (100 members) x ($80) x 12 months = $96,000 per year

= $96,000 dollars every year that they are leaving on the table
today!
Key #4: Establish the missing pieces and gaps in their strategy or
what they have tried in the past
Your goal here is to get an understanding of their existing marketing strategy,
where they are spending money currently, what they have tried in the past, and
will use this to information to recommend a strategy that fills these gaps.

Where are you currently investing your dollars to bring attention to, or grow
your business?

___________________________________

Have you tried social media marketing in the past?

___________________________________

What have you tried? (They might say something like “Facebook” - be sure
to figure out what they mean by that.. Ie. ads, just posting, having a page,
etc.)

___________________________________

For the strategies in the past that haven’t worked, why do you think they
fell short?

___________________________________
After these questions have been answered, start positioning for
the next call.
“Awesome, so at this point I feel that I have a solid understanding of what I need
here in order to put together a custom proposal specific to your needs here. How
does later this week or next week look to put a quick call on the books to review
what I am going to put together?”

Make sure that you book that call, send the invite, and get it booked before
you drop off of this call!

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