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Winning New Business by Richard Denny

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7

The First Meeting

From now on the process of winning business is much more enjoyable. It is very debilitating for a business winner to have a blank diary with no new appointments, so prevent the stress and have some meetings to look forward to. There are basically two types of first meeting, and I shall deal with each one separately.

The first is the reactive enquiry: in other words, an email, telephone or letter asking what you do/can do, or requesting a price. If the enquiry warrants it, you will no doubt arrange a time and date to meet. This could be on your premises or the prospect’s. It is always worthwhile (if the potential warrants it) to have a meeting. This can be arranged with the following type of phraseology:

Let’s meet up. It’ll ...

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