From my personal experience, the answer is nuanced. Agendas are an exceptionally valuable tool, offering a structured approach that can lead to productive and successful meetings. However, they need to be used carefully to avoid potential pitfalls.
Potential Pitfalls of Using Agendas
When not executed properly, agendas can actually undermine the goals of a sales or client meeting. An overly rigid, self-oriented agenda can create a sense that the meeting is more about your needs than the prospect's or client's. This can lead to:
Missed opportunities
Lost revenue
The feeling from the other party that their time could have been better spent
Even worse, it can prevent you from co-creating genuine value through a collaborative discussion.
Advantages of Using Agendas
On the flip side, a more formal agenda, when used effectively, can help ensure meetings are:
Well-planned
Productive
Aligned with everyone's objectives
The key is to proactively collaborate with meeting participants, inviting their input on the agenda in advance. This inclusive approach helps build buy-in and demonstrates your commitment to a mutually beneficial discussion.
This free Meeting Planner Template might help you in your next conversation with a prospect or client.
Frameworks for Less Formal Interactions
For less formal, more spontaneous interactions where the use of an 'agenda' may not be possible or appropriate, it can be helpful to have a flexible structure in mind to maximise the value of the conversation. Two simple frameworks to consider and practise that have worked for me are:
What, So What, Now What (with example):
What: You might start by sharing your unique insights or perspectives relevant to the prospect's or client's situation.
So What: You explore the implications and significance of those insights, inviting the prospect to share their views as well.
Now What: Based on the discussion, you identify sensible next steps or actions that could be valuable for the prospect.
Create Clarity, Generate Options, Move to Action
Create Clarity: Ensure you and the prospect have a shared understanding of the key issues or challenges.
Generate Options: Collaboratively explore potential options, solutions, or ways forward.
Move to Action: Identify specific next steps and commitments to progress the discussion. For example, you might agree it makes sense to meet again next week with other stakeholders from both sides.
By using agendas carefully, collaborating on their content, and adapting your approach to the context, you can leverage this tool to elevate the quality and outcomes of your client and prospect meetings.
What has been your experience with using agendas in client and prospect meetings?
Do you have any additional tips or frameworks that have worked well for you?
I'd be interested to hear your thoughts and perspectives.
Comments