Training

10 Keys to Winning Meetings

The Lov Retail strategic approach to meeting success focuses on ten critical steps to achieving the perfect meeting flow. Read it once or use it as your “go to” meeting preparedness checklist.

2 minutes

The Meeting Method

Written by Jai Lozan

The Lov Retail strategic approach to meeting success focuses on ten critical steps to achieving the perfect meeting flow. Read it once or use it as your “go to” meeting preparedness checklist.

Be Prepared

Do your best work before the meeting date. Outline the goals and expected outcomes. Ensure internal alignment and merchant alignment. Create and communicate an agenda with confirmed attendees. Develop a pitch deck and practice the presentation to verify that it flows properly and fits within the time allotted.

Be Prompt

Be on time and ready for anything scenario. Unknown meeting rooms, wrong meeting locations, troublesome conference call platforms are notorious for throwing things off course. Be prepared to present with or without your slides, standing, seated, to one person or to a room of executives that pop in.

Be Market Aware

Respect your competitors, understand their products, anticipate their product roadmap. Be conscious of their strengths, how will they pitch, what benefits they offer. Never disparage another brand. There is limited shelf space and being unaware of your competitors is one of the biggest errors brands make.

Be Innovative

Bring something new to the meeting - retailers know their category inside out so provide a perspective, backed by data and research, on all parts of the business. Never show up without being able to clearly articulate the value of your product or service within the category.

Be Present

Be a category consultant intent on providing solutions for the broader category and not just for your product. You’re building a relationship as much as you're hoping to make a sale.

Be Realistic

Know your pricing and your costs. Finalize your financial offer. Know the expected category MSRP’s, invoice pricing and margin rates. Be prepared with your best offer. There should be no surprises in and coming out of this meeting.

Be Professional

That old-school used car salesperson… every organization has one... don't send them to the meeting. Make sure the right people are in the room and let them lead the discussion.

Be Aggressive

Don't hold anything back. Another meeting isn't guaranteed, ever. Brands can be replaced, buyers move on and relationships aren't a golden ticket. Always put forth your best pitch in all facets.

Be Persistent

Follow up after the meeting. It can be a lunch, another meeting, an email (that includes your presentation) or a simple phone call. But always follow up. Determine next steps. Finalize deadlines. Answer questions.

Be Enthusiastic

Understand that the work has just begun and the process never stops. Driving your business and helping the merchant achieve their goals are your priorities. If you focus on this you’ll get to a “Yes” for your product and your brand more often than not.


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