Set the Right Expectations with Clients & Prospects – Rob Meyers

In today's episode, we sit with Rob Meyers, President and Managing Member of Republic Business Credit, to discuss key factors that drive business development success. We cover topics including clear communication, setting expectations, and following tried and tested processes. Rob kicks off the episode by guiding listeners through the steps of a qualification call before talking in detail about how you can develop trust with clients. Listeners will learn that simple strategies like setting realistic expectations and consistent updates can benefit even the laziest salespeople, provided they follow the correct steps. Rob then takes a closer look at how to set expectations, especially when the goalposts are changing shape and are constantly on the move. The bottom line, says Rob, is that you're the janitor of your business, and you need to take ownership over issues, whether it's your fault or the clients. We then shift the spotlight onto the client, as Rob tells us about which clients are worth saving and why it's best to let others go. Rob shares valuable insight in the latter minutes of the show and provides insider tips for young professionals looking to make a break in the business development space. Perhaps his biggest piece of advice is elaborating on the preparation and reflection phases. To hear more about these phases and much, much more, be sure to join us today!

Key Points From This Episode:

Hear about a qualification call and its components.Why building trust with clients is so important, especially in the virtual world.How to ensure effective communication with clients.Ways expectations can be managed between clients and buyers.The importance of being the "janitor" in your business.How giving your potential clients guidance upfront can bolster the relationship.How to handle angry clients, despite your own performance.Rob's advice for young professionals in the sales industry.Hear about email etiquette — how to send and receive with a good mindset.Why it is good to prepare and to reflect on calls and sales.What makes sales fun, and how to make it more fun.

Rob Meyers on LinkedIn
Republic Business Credit
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