Mastering Customer Meetings: A Guide to Value-Driven Connections

In this blog post, we're diving deep into the art of customer meetings. Buckle up as we explore the why, the how, and uncover practical ways to turn your meetings into powerful value-driven sessions. Let's make every meeting count!

CUSTOMER SUCCESS ROLES AND RESPONSIBILITIESCUSTOMER SUCCESS STRATEGIES AND TACTICS

Ever found yourself drowning in a sea of customer meetings, wondering if they're really making a difference? Well, you're not alone. Last week, a fellow Customer Success Manager (CSM) dropped a bombshell question on LinkedIn, and it got us thinking: How can we make these meetings truly valuable, not just for us but for our customers too?

Objectives:

By the end of this article, you will:

► Understand why customer meetings are crucial for ensuring value.

► Learn to set clear agendas that focus on customer benefits.

► Transform from meeting attendees to meeting leaders.

Why Is It Important?

Meeting customers is not just a task on your to-do list; it's the heartbeat of Customer Success. The goal? Ensuring that your customers are still reaping the benefits of your product. If you're questioning the value, chances are your customers might be too. Let's change that narrative!

Common Pitfalls to Avoid:

Before we strap in and hit the accelerator, let's steer clear of some common potholes on this Customer Success highway.

► Lack of Clear Objectives/Agendas

One of the quickest ways to turn a meeting into a time-draining exercise is not having a crystal-clear objective. If you're unsure about what you want to achieve, chances are your customers will be equally uncertain.

► Lack of Preparation

Winging it might work for some things, but not for customer meetings.

► Ignoring Follow-Up Actions

Closing a meeting without a clear path forward is like sending a ship to sea without navigation.

Practical Steps:

Now that we've tuned up our mindset let's explore practical strategies to make every meeting count.

► Inbound Meetings

When a customer asks for help for something. At that time be the expert and just help them out to whatever degree you can. No need for extending these meetings beyond that.

► Outbound Meetings

When you set up the meetings. In this case,

  1. First of all, have a clear Agenda and it should be what’s in it for them. (And not superficially but really what’s in it for them). Communicate the agenda well beforehand and not just a day before. Ask them, If there is something more important that they want to talk about, then make it the agenda. Example - Instead of having an agenda like "showcase our newly launched features" have an agenda like "tell you about new business cases that can grow your business more."

  2. Second, Have a Framework - that can be utilised consistently - from setting up the meetings to actually conducting them to follow up template. It will save you a lot of time and more importantly you will be able to lead the meetings rather than meetings.

Our Personal Opinion:

A guide to mastering customer success meetings. It's not just about checking boxes; it's about creating meaningful connections that drive value for both you and your customers. So, let's flip the script on meetings and make every interaction a step towards success.

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