How to Start a Home-Based Gift Basket Business by Shirley Frazier

Author:Shirley Frazier
Language: eng
Format: epub
ISBN: 9780762766246
Publisher: Globe Pequot

Top Tip

Show the prospect alternative gift basket options on your Web site through his corporate computer during the presentation.

The Meeting: Getting Down to Business

A handshake and a smile begin your meeting. The ball is in your court, as the prospect waits to hear about your baskets. Begin by focusing on the specific reason the prospect requested the meeting, or start by saying, “These baskets will convey appreciation, open the doors for new opportunities, or say thank you during the holidays.” Add information on (1) what you’ve learned about the company or industry, (2) what the prospect has told you, and (3) whatever else shows the benefit your baskets bring to the company.

The following nine points address the most common situations that may occur at your meeting.

Watch the prospect’s temperament. Is he or she laid-back and at ease (a relaxed thinker)? Quick and no-nonsense (a bit stressed, in a hurry-up mode)? Or money-driven—“What’s the bottom line?” (budget conscious)? Adapt your presentation to that person’s temperament. If you’re too slow or too fast, the client may not respond positively. Read the signals, meet his or her specifications, and you’ll have a good chance to close the meeting with a sale.

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