A research meeting is an incredibly powerful sales tool that can help us in so many ways, but nothing happens until we get one scheduled. If scheduling this research meeting is "job one," how can we increase our odds?

Tip #1 - Ask for the Minimum, get the Maximum
A key factor to consider is how much time you should request from a contact for this meeting. The right answer depends on your relationship with the contact. Are they a great coach of yours? If so, asking for and getting an hour of their time is easy to do. Are they a new contact for you? If this is so, then you may want to request a shorter meeting to increase your odds. Asking for "20-30 minutes" is very different than asking for an hour, and by asking for less time you are making it easy for your contact to say "yes." 

Once you're there, the meeting can run its natural course, which often results in the meeting going longer than expected. This isn't surprising, as you are asking them insightful questions, and they are doing all of the talking.

Tip #2 - Be a Pro
If you are nearing the end of your allotted time, and the meeting is going along smoothly, you may want to remind the contact that your time is nearly up. Ask them if they would mind extending the meeting a little, as you are fascinated by whatever it is that you are learning about. By doing this, you are showing respect for their time and presenting yourself as a true professional. Odds are good that your meeting will continue. 

Tip #3 - Plan Accordingly
Nothing is worse than cutting a great research meeting short because you have to leave for another call. Be sure to schedule extra time on your calendar to accommodate an extension of your meeting.

Lastly, these same concepts apply to telephone research meetings. 


More on that in the future.