Get Clear on the Why of your BRE Meeting
To help a company grow or expand, you’ll need to get to know the business and a conversation is your starting point. Seek first to understand and look for opportunities to help along the way. Help is the keyword – Be Helpful.
In order to help a local company, you’ll have to meet with busy, key executives. Ask yourself, “why would this executive want to meet with me”?
Too many BRE meetings are focused on the Economic Development Department’s desire to collect data for their own purposes. How does collecting “their business data” benefit the executive or the company?
Remember, everything you ask of an individual must provide value to the person and or to their business.
A good idea is to make a list of services that you can offer any business. Collect stories about who you’ve helped, how you helped, and the outcomes. This is gold.
When asking for a meeting it is best to give your prospect several options or ways in which you might help that are clearly communicated. All too often the skill in asking for a meeting is lacking. Busy executives don't have time to waste and they want to know what they're going to get in return for giving you some of their time.
Make It Easy
If you've ever gone back and forth with someone about meeting times date, then you know how challenging it is to coordinate schedules. No one has time for more email or multiple phone calls in order to book a meeting with you.
These solutions allow you to email someone a request to meet coupled with a meeting link that allows the recipient to see the times and dates when you are open so they can easily make a choice and book either an online or an in-person meeting with you. HubSpot integrates with zoom so a calendar invite with a Zoom meeting link will automatically be sent to the recipient in the meeting invite.
Whether you use outlook or Google Gmail, the meeting invitation is sent out accepted and put onto your calendar and the recipient's calendar. EASY.
With HubSpot, you are able to ask questions in advance of the meeting which gives the recipient the opportunity to share some information with you about the things that they want to talk about. Now you can walk into the meeting confident and prepared. The answers to your questions land in the contact record in the HubSpot CRM.
Remember, for your BRE meetings, your job is to listen and ask intelligently. probing questions that further the conversation hopefully resulting not in just information that you capture, but in actionable data that you can utilize to help the business. The theme that should always be in your mind is how can I help?
- Make scheduling meetings EASY.
- Ask questions in advance (via a 1-3 question form) so you are prepared.
- Do your homework on the company. You should not have to ask “So, what do you do here?”
- Have an Agenda. Schedule for 25, 40 or 55 minutes.
- Share the Possible Meeting Outcomes.
- Give people reasons why they should want to meet with you.
- Never use the phrase BRE or Business Retention Meeting – only your team knows what that means.
- Be clear about your intentions.
- Be helpful.
- Remember – the meeting is about the individual and their business first – and your “need to capture their business data needs” is the last priority.