Face Time: How to Make it Count

BY Kathy Crosett
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You can’t count on getting in front of every prospect. But when you are granted the huge favor of face time, don’t waste it. Ryan Myers explains how to make the most of your in-​person sales meetings.


Your prospect has likely sat through numerous sales presentations. They'll recognize your tricks of the trade. For example, it’s always important to engage in a bit of relationship building. Just don’t let it go on for too long. Make a mention of something like how well the local football team is doing. Then start your presentation. This format follows Myers' suggestion about ‘being the driver, not the passenger’ in the meeting.


Every good comedian knows timing is key to joke delivery. The same concept holds true for sales presentations. You want your prospect to remember certain details. For example, you want them to envision themselves benefiting from your product. They’ll be more likely to do so if you show how others are succeeding with your solution. Right after you outline how the features of your product will work for your prospect, delve into the details of a success story. Don’t wait until the end of your presentation to list your success stories. Don’t hide these details in a leave-​behind sheet, either. Call attention to the success during your presentation.

Q & A

Making a presentation requires you to do a lot of talking. You should also use this opportunity to listen. Ask how a prospect envisions using a specific product feature. Pay attention to their attitude and their answers. What topics do they talk about most? Do they grimace when they mention a particular issue? By tracking these details, you’ll be able to tell which business problems are most pressing.

Scoring an in-​person meeting with a prospect these days is a huge deal. Don’t waste a moment of valuable time – theirs or yours.