Meeting with clients to close a deal and discuss the finer points of how your company can collaborate with theirs is no mean feat. It takes perseverance and commitment, as well as plenty of sales marketing knowledge. But it also takes intuition, understanding what to emphasise and how. It takes a clear understanding too, of making sure the client understands the benefits of trading with you above competitors. But you need to do so in a way that entices an encourages. So, where do ISOs fit into a sales meeting?
Benefits, benefits, benefits
A sales meeting is all about the client and the benefits they’ll get from partnering with you. And yet, conversely, within this, you need to make sure that the meeting is all about what you do, how you do it and the benefits of doing it this way and –this is the important bit – how this directly affects and benefits the client.
ISOs cover a wide range of topics and the reason why you opted to go through the process was to set your company apart from your competitors, amongst other things. Now is your time to shine.
How to include ISO in a meeting
- Make it part of any presentation by including it as a snippet of information about who your company is and what it does
- Make sure all your ISOs are on documentation, from letterheads to copies of presentations
- Include ISOs in video presentations too, making it integral to all business processes
- Draw out specific benefits or criteria of an ISO that is of concern to the client
What benefits you, benefits your customer
The benefits of ISOs are many and varied. From standardising practice to confirming monitoring processes are robust.
You need to translate the benefits of ISOs to your company to how they benefit the client, for example;
- ISO 27001 deals with information security, standardising your process for storing, archiving and working with data. For some clients, this will be an essential criterion of working with you but for other companies, the knowledge their data and information is in safe hands is clearly advantageous.
Link specific ISOs to specific client concerns (and how it solves problems)
Let’s consider the environmental pressures companies (and individuals) are currently facing. Excessive packaging along with single-use plastic is a real concern for many consumers. They want to know that brands are listening to them and taking action.
With ISO 14001 under your belt, you are showing a clear commitment to reducing waste, managing recycling and re-use, and other key components of reducing the negative impact on the environment.
Now consider a client who is particularly sensitive to environmental issues and their perceived impact. Working with a company who has ISO 14001 makes perfect sense because it becomes part of your client’s overall branding.
Recognised the world over
ISOs are recognised not just in the UK but across Europe and the rest of the world. An ISO standard in the UK has the same high standard of criteria to meet and practice as it does anywhere else.
And that means your brand talks an international language. And for international clients this is important. Effectively ISOs place your company ahead of the rest but rather than just having it as a logo on a letterhead, bringing ISOs alive and to your next sales meeting could reap more benefits than you think.
How can we help you?
If you’re in need of assistance with any aspect of ISO certification, here at Synergos we’d be delighted to help. Whether you have questions about the path to certification or are looking for advice and support to maintain an existing standard call 01484 666160 or email info@synergosconsultancy.co.uk and we’ll be happy to talk it over with you.
