First impressions are critically important, and that’s especially true when you’re about to meet with a potential sponsor for the first time.
So taking the time to collect your thoughts and put together a strategy for the meeting is crucial. Below are three tips to help you prepare for that initial introduction to a potential sponsor.
Do your research
Before you set foot into your prospect’s office, you need to do your research. This is as simple as putting in your due diligence to read about who they are and what they do. Look them up on LinkedIn, research company news, dig into social media accounts and investors. Don’t stop there. Also make sure you know what their competitors are doing within your company’s landscape as well.
Find the pain point
Set the stage for the meeting right off the top. Unless your prospect has stipulated they want a pitch. Use the first meeting for two purposes, building a relationship and finding the pain point. The pain point is the company’s primary issue or simply the issue you believe your company can assist with through a partnership. At the end of the day, you need to present why or how your company will solve their pain point.
The ultimate goal of the meeting is to have your prospect excited about seeing a proposal and even asking for one. Make sure you leave the meeting letting them know you are excited about a possible partnership and see a really good fit between your two organizations. Provide a date for when you will provide the proposal and make sure you stick to it.
The first meeting with a prospect can cause even the experienced professional to have nerves. If you establish a routine and go into the meeting prepared, you will find that it is much easier to build a foundational relationship.
Building good sponsorship relationships can have a huge impact on your future.