Part One: First Meeting Preparation
The Art of Small Talk
We’ve all experienced conversations that stall or fall into awkward silence. When this happens, you have two choices:
Cut the conversation short and move on.
Find a way to connect and build rapport.
Successful professionals choose the second option. The key is to pivot the conversation and uncover common ground.4+
F.O.R.D. Conversation Starters
Use this simple framework to spark meaningful dialogue:
F – Family: Do you have kids? How old are they? Where are you from?
O – Occupation: What do you do for a living? (The #1 question professionals are asked.)
R – Recreation: What hobbies or activities do you enjoy? (Sports, travel, creative outlets.)
D – Dreams: What do you love most about your job? Where do you see yourself in the future?
Five Key Types of Communication During Meetings
Active Listening – Show genuine interest in what they’re saying.
Word Power – Choose language that resonates with your audience.
Mirroring – Reflect their energy and communication style.
Getting to Know Your Customer – Uncover what drives them.
Staying Positive – Maintain an engaging and optimistic tone.
Non-Verbal Communication: The Intangibles That Matter
A genuine smile
Eye contact that builds trust
A warm, engaging tone
Comfort and confidence in your body language
A firm but friendly handshake
Empathy and interest in their experiences
Part Two: First Meeting Objectives
The Power of Energy and Confidence
Sales is 95% energy and confidence. Once you’ve defined your unique value proposition, you’ll enter meetings with the clarity and conviction needed to make a strong impression.
Your goal is to establish Know, Like, Trust, and Respect—and that starts with enthusiasm. People are drawn to confidence and passion.
Selling to a Want vs. a Need
Every potential buyer wants something from the transaction. Even if a conversation starts with a "need," a skilled professional can guide the prospect toward recognizing their "want." Selling to a want is always easier than selling to a need.
Effective Conversation Closers
"Based on our conversation, I see several ways we can help you. If we could solve these challenges, would anything stop us from getting started?"
"Over the next few days, I’ll be sending you [insert value-driven content]. Let me know your thoughts."
"I always enjoy working with professionals who share similar values. Looking forward to seeing how we can collaborate."
First Meeting Summary
Capture their wants and needs.
Identify shared beliefs or values that establish rapport.
Uncover their pain points or challenges.
Learn key buzzwords or hot-button issues they care about.
Assess their DISC personality type to tailor future interactions.
Checklist for a Strong First Meeting
✔ Have you identified their wants, needs, and shared beliefs?
✔ Have you uncovered their passions, interests, or natural connections?
✔ Are you confident that you can help them solve a problem?
Part Three: Lead Generation Stats & Conversions
Understanding the Lead Pipeline
63% of prospects requesting information today won’t purchase for at least three months—and 20% may take over a year.
50% of leads are qualified but not yet ready to buy.
On average, it takes 8 cold calls to reach a prospect.
Motivated buyers tend to work with the first person who follows up, and 67% of buyers choose the first contact.
Sales Training Insights
Over 55% of salespeople lack the right skills to succeed.
Ongoing training can lead to 50% higher net sales per employee.
Many companies invest heavily in hiring but only allocate minimal resources to training.
It takes 10+ months for a new sales rep to become fully productive.
Key Takeaway
Top performers consistently outlearn and outperform the competition. If your company doesn’t provide training, take control of your development. Mastering your craft isn’t optional—it’s essential for long-term success.
Know Your Numbers
Tracking these key performance indicators will keep your pipeline healthy:
Leads per week (marketing demand)
Outbound activities per week
Appointments set vs. target goals
Appointments conducted
Conversion rates (appointments to sales)
New client referrals
Past client referrals
Repeat business from existing clients
The Help List Process: How Many Follow-Ups Does It Take?
Set the Appointment – Persistence is key; it takes multiple touchpoints.
Conduct the Appointment – Execute with confidence and clarity.
Final Thought: Stay Focused and Consistent
Sales is an ongoing process. By following your daily planner and tracking your outreach efforts, you’ll see measurable improvements. Stay proactive, keep refining your skills, and trust the process.