I just finished a training session about the Columbo moment. Firstly, understand this. When speaking to a prospect and trying to get them to agree to meet with you, there is a battle of wills going on. In my opinion, if the person is the decision maker and they already use an agency like yours – they are worth meeting.
They, conversely, are busy and may not necessarily be reviewing so are wary of committing time.
If you start asking them qualification questions like “are you reviewing” or “are you happy with your incumbent” they will jump on these as a way to put you off meeting them. So don’t ask them. YET.
Get a meeting in the diary and the, just before you say goodbye …
“Just one more thing … help me tailor the meeting towards your specific needs, could you tell me a little bit about what you are looking to achieve over the next six months or so?”
As the battle is already over you will get loads more information than had you asked before getting the date.
“Well, as you’re coming in anyway why don’t I send you the brief we gave to our agency a couple of months ago. I’d like to hear your thoughts on what YOU would do if it had been you.”
Now THAT’S an opportunity.