How To Run Your First Meeting With A Prospect, Additional Resources

Pre-Meeting Agenda Email Template

This email is designed to both reduce no-shows by reminding your prospect you’re speaking, and also to help you set the agenda when it comes to the start of the meeting itself:

Hi XXX,

I’m looking forward to speaking with you at [Time] tomorrow. I thought a rough agenda for our call would be:

• Understand a bit more about what you’re looking for
• Show our solution and share a couple of customer case studies
• If we feel there’s a fit, discuss potential next steps

Let me know if you’d like to cover anything else.

Many thanks,

Obviously, if your prospect has mentioned something specific they’re interested in or would like to see, you can include that as part of the agenda.

Post-Meeting Summary Email Template

The goal of the post-meeting summary email is to help keep you top of mind with the prospect, and to set you up for success in your second meeting. You should aim to send this email by the end of the same day you met with the prospect, or at the very latest within 24 hours.

It should NOT be used as an opportunity for you to try and sell your solution’s benefits because that will have a negative impact on your goal of becoming a trusted advisor to your prospect.

Hi XXX,

It was good speaking with you earlier today and hearing about what you’re looking to achieve. I thought it would be helpful to summarise our conversation.

You mentioned you were looking for a solution that addresses the following main areas:

• Key Problem 1 – with brief description
• Key Problem 2 – with brief description
• Key Problem 3 – with brief description

We had a brief look at our solution and it seemed like there may be a fit with what you’re looking for so we agreed to meet again at [Time] on [Date].

Looking forward to speaking with you then.

Many thanks,

Also, if there were any outstanding questions from the meeting that you’ve since got answers to, you can include those here as well. Though bear in mind that more complex answers are better dealt with in person, so for those you might just mention the question(s) and say you’ll be able to give them a full answer when you next meet.

There is also one more potential use for this email, and that’s if you’ve been introduced to the person you met by someone more senior within the organisation. You can forward this summary email to keep the more senior person informed of what’s happening, which will also help put you in a better position if you need to bring them back into the conversation later in the sales cycle.