It takes a lot of persistence and effort to transform your leads from being a simple email or phone number on a contact sheet, to a living breathing customer ready to have a kick-off meeting to discuss getting started with your company. Whether you outsource prospecting to a company like VOIQ, or you have painstakingly searched for and qualified each lead yourself, there is still pressure to make sure your prospecting efforts pay off.
You have to carry out a kick-off call that will meet the expectations of your qualified lead and successfully convert them to a customer. Following the checklist below will help you plan your kick-off meeting and organize the flow in a way that keeps the prospect focused on your company's value and leaves them feeling reassured and excited for the next steps ahead.
Have your team introduce themselves, focusing on their roles within the project, and encourage their client team to do the same. This way everyone has an idea of who the main players are from both sides.
Prompt the intros to segway into a broader discussion of the customer’s company by asking exploratory questions (if you don’t already know the answers). Why did they decide to get started with your company? Allow them time to voice their pain points, their concerns, and illuminate any possible pitfalls you may face as you proceed together in the project.
Address the customer's concerns as they come up, brainstorm strategies to minimize risks and avoid any preventable possible issues.
Take a moment to direct the attention to the value of the project. Now that you have done a good job of strategizing how to avoid the worst case scenarios, it’s time to address best case scenarios, goals, and stimulate excitement for the next steps. Case studies and past success stories are perfect for this phase of the process.
Clearly explain the timeline and set expectations. You don’t need to get bogged down in the minute-by-minute details, but everyone should have a solid understanding of who is responsible for what, and when it will be delivered.