If you’re a small business owner, you’re in the sales business—whether you like it or not. And in sales, there are only two ways to make more money:
- Meet with more people.
- Close more of the people you meet with.
It’s that simple. But here’s the problem: too many small business owners show up to meetings completely unprepared—and it’s killing your close rate.
Let’s fix that.
1. Do Your Homework
Before your next sales meeting, take five minutes and check two things:
- Their company website
- Their LinkedIn profile
It’s obvious when you haven’t. Asking generic questions about what they do or cracking a joke that misses the mark makes you look sloppy. You might not feel it, but they definitely notice. Preparation is respect.
2. Show Up On Time
Would you be late to a meeting with the President of the Company? No chance. So why is it okay to be late to a sales meeting with someone you want business from? It’s not. Showing up late screams disrespect. Be early. Be serious.
3. Actually Listen
Stop rehearsing your next pitch line in your head while they’re talking. Listening is your sales superpower. Follow your curiosity—ask about what excites them, challenges them, frustrates them. That’s where real opportunities live.
4. Set Clear Follow-Up
Before the meeting ends, be the one to clarify what happens next:
“I’ll send over the report by the 15th, and you’ll send me the product spec sheet.”
Write it down. Then deliver.
5. Schedule the Next Meeting Before You Leave
Don’t say, “I’ll follow up.” That’s vague. That’s weak. Say:
“Let’s get our calendars out. How about two weeks from today so I can walk you through what we’ve discussed?”
Pros set appointments. Amateurs chase ghosts.
When you do the basics brilliantly, you don’t just hope for more sales—you earn them.
Show up on time. Do your research. Listen like it matters. Follow up. Book the next meeting.
That’s it. That’s how you grow.
