Once a meeting is arranged, the need for an interest in your product has already been identified. This is the point where business is won or lost, so it’s important to be prepared.
The time before a meeting should be used to learn as much about your prospective client / partner as possible. The fine details on their experience, needs and objectives, can be used to, but in the channel, the most important factor is that the channel partner can make a reasonable if not highly lucrative living by selling your product. That is a Win Win situation.
The objectives and requirements of a channel partner are just as important as your own, don’t be greedy give your partners a good percentage and they will strive for themselves and for you.
80% of successful channel partners are based on emotions including compatible working relationships likes, dislikes and wants.
On the day of a meeting it comes down to a one time performance, It’s not just a case of taking along your materials and walking through them, it is essential that not only do you talk the talk you must also walk the walk. Speak with enthusiasm and commitment.
A meeting needs to include your end intention, detailing the desired route, what comes next and ensure each party leaves with a clear picture of the end objective, don’t dance around the subject make sure that you both raise all the grey areas.
The execution of a partner / sales meeting should be slick and well-rehearsed, but also open to discussion.