- Point of view, agreement on it, a started problem statement, an initial value discussion, and the right people with a diarised next step.
- They confirming or correcting your point of view are both wins.
- Laurie's litmus test: do this well and there is no reason they would not take the next meeting.
A first meeting that actually starts a deal has five ingredients. Miss them and the cycle never really begins.
Five ingredients that create momentum
One, a point of view: a researched hypothesis about their business that you test on the call, not a pitch. Two, mutual agreement on it: if they confirm it you have an anchor, and if they correct you, that is just as good, because people instinctively correct what is wrong about them. Three, a started problem statement: the rough shape and size of the problem, which you can email over to confirm. Four, an initial value discussion before any demo or price. Five, the right people and a diarised next step booked in the room.
Laurie's litmus test: if you have done these and built rapport, there is no reason the buyer would not take a next meeting. If you are struggling, one of these went wrong.
More in first meetings and running discovery calls.
