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How To Engage and Position During Government Prospect Meetings
February 2, 2017 @ 10:00 am - 11:30 am PST
An educational, fast-paced, high-energy and thought-provoking session on how to approach the first meeting with a prospect. It’s amazing how many advisors, mentors, and consultants provide recommendations – but you’re not told how to best apply what you’ve learned. If you and/or your employees are often fearful or uncertain when meeting prospects, this session is guaranteed to give you a new sense of confidence. This session is designed to be impactful and for many, will realign your expectations on what to actually focus on during an initial prospect meeting. . . because it’s NOT about making a sale or discussing your socio-economic status. We will discuss pre-meeting activities including research and planning; how to facilitate the onsite meeting with your prospect; how to control the direction of the meeting, prioritizing your meeting objectives; and how to successfully follow-up. Everyone tells you to bring a copy of your capability statement or marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status, that you’re a small business, that you’re woman-owned or veteran-owned or minority owned – don’t. We’ll explain why during the session.
Unlike most sessions, this is more than a general or abstract discussion. This session is designed to accelerate your confidence and your ability to position with new prospects. A core objective of this session is to help you differentiate from your competition while simultaneously collecting information and intelligence necessary to building competitive advantage.
Presenter: Joshua Frank, Managing Partner at RSM Federal
Target Audience: Small business sales, marketing, and management
All Govology webinars are recorded and available free at any time to our Native PTAC clients who have created a free account with Govology.com.
Contact us at Info@NativePTAC.org for instructions and login information.