How can I convert more meetings into opportunities?

A common issue experienced by budding techpreneurs is that they have many meetings with prospective clients, get great feedback on their offering however the sale never actually materialises.

This is generally a symptom of other problems encountered throughout the tech sales process.

Often the most common problems can be failing to agree next actions.

Every communication activity with a prospect, whether it be a telephone call, email, proposal or meeting, should end with an agreed next action.

Examples of agreed actions may include:

• 2nd meeting on XX date
• Webinar with a pre sales consultant on XX date
• Agree to send a case study
• Agree to a reference site call on a set date
• Send a proposal by XX date
• Client to send a confirmation of scope by a set date

It is vital to set timescales for the vast majority of business development related activities.

Without a set date, the actions are merely a wish list and have no sense of urgency.