At work, I have the opportunity to listen to business related on-line courses. Today’s topic was about Discovery Meetings. I thought I would share some of the things I learned.

First of all, a discovery meeting can take place when a business and their perspective new client meet to see if they can establish a positive business relationship. A discovery meeting gives the business the chance to determine how they can provide products/skills that will satisfy the client.

 I found this to be very interesting. I hope you will enjoy it too.

One of the first recommendations is to research on the client prior to the meeting. You can save a lot of time not asking questions about information that you can find elsewhere. Some goods sources of company info are through a client’s web site, news articles and public financial statements. Doing advance homework can give you a clearer idea of what their needs may be. It can help you anticipate what kind of questions they may ask.

Second, for the meeting you will want to choose a location that is convenient to both of you. It will need to be a location that does not cause distractions in your dialog. Come prepared with a laptop, notepaper and such so you can document what they say and gives you a chance present what your business offers.

Third, when you meet, provide an agenda you would like to cover. Ask your client if they have anything to add. This shows you take their potential business seriously.

Fourth, in your conversation, ask open-ended questions that will motivate the customer to talk about their needs and goals. The questions should concentrate upon the resources/product that your business provides for the client. If there is a point that is not clear, ask the person to expand so there is no misunderstanding between you. Ask clarifying questions if necessary. The questions should be reflective and guiding.

Pay attention of the client’s body language. Are their arms closed and defensive or open and inviting? Are they maintaining eye contact with you? What does their tone of voice tell you?

If there is a chance, try not to limit yourself to only one representative of the client. Different people have different perspectives and multiple contacts can widen your own understanding of client’s needs.

Finally, be careful of wandering off on a topic. Stay on target as much as possible.

This is a short list of ideas for Discovery meetings. If you have some observations to share, please feel free to comment at the bottom of this blog.