4. FIRST MEETING WITH DECISION MAKERS Part 1 - Building Rapport and Setting Expectations: ● Warm welcome and acknowledge referral: "Hi [Name(s)], thanks for making time for me today! I'm [Your Name], and I'm with [Your Company] and I heard abou t [Company Name] originally through [Employee Name] . I had a brief conversation with [Someone in Leadership's Name]. They mentioned you were interested in exploring how we can potentially improve your [Specific pain point mentioned in the initial conversation, e.g., talent acquisition, employee retention, benefits administration]." ● Express genuine interest: "Before we dive in, I'd love to hear more about your current challenges and priorities in [Focus area, e.g., HR, recruitment, payroll]." ● Set expectations: "Today, I'm not here to sell you on any solutions. I want to learn from you and explore if there's a mutual fit where we can help you achieve your goals." Part 2 - Active Listening and Deep Dive: ● Ask open-ended questions: "What are your biggest frustrations with [Focus area] right now?" or "What do you envision as the ideal outcome for your [Challenge mentioned]?" ● Actively listen and demonstrate understanding: "That makes sense. It sounds like you're concerned about [Summarize their key pain point]." ● Probe deeper to uncover hidden needs: "Can you tell me more about the impact of [Challenge] on your team/business?" or "What would it mean for you to overcome this obstacle?" Part 3 - Introducing Your Value Proposition: ● Connect their needs to your expertise: "Based on what you've shared, it seems like [Your Company] could potentially help you in a few keyways, such as: 1. “Our employee homeownership assistance program builds financial security, boosts engagement, and attracts top talent – all while cultivating a thriving, loyal workforce”. 2. “Investing in your team/company, is investing in your future. Reduce stress, boost productivity, and attract the best with our unique homeownership initiatives.” 3. “Forget cookie-cutter benefits. Unlock financial well-being, unleash employee passion, and create a competitive edge. Partner with us to make homeownership a reality.” ● Share relevant success stories: "We've worked with companies similar to yours who achieved [Quantifiable results related to their pain points, e.g., a 20% reduction in onboarding time, a 15% increase in employee retention]." ● Focus on the "why" behind your solutions: "Our unique approach focuses on: 1. “Break down financial barriers: Forget hefty down payments and crippling closing costs. EHAP unlocks homeownership with tailored mortgage options and cost-saving solutions.” 2. “Empower informed decisions: Dive into our dedicated online portal for clear guides, insightful education, and expert counseling. Navigate the home-buying journey with confidence every step of the way.”
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