Meeting Productisation: How to Make Prospects Say YES to First Meetings

Do you ever feel like you could win far more business if you could just find a way to get in front of more of the business people you want to connect with?

You may have experienced significant challenges around creating consistent new business pipelines. Relying on referrals is becoming increasingly ineffective. And even if it was working out OK for you, it's still outside of your control and cannot be planned and scaled.

If you've felt frustrated, confused or 'dead in the water' and don't know what to do to create consistent high quality first meetings with your ideal prospects, then relax. There is a solution.

The Problem: Getting Time in Busy Schedules

Your prospects are:

Getting a time slot in their diary is extremely difficult.

The Solution: Meeting Productisation

Treat your first meeting like a product you can sell.

Question: What value do you contribute on your first engagement with a prospect?

To effectively 'SELL' the value of engaging with you, you have to ensure you have created enough PERCEIVED value that can be articulated as to why someone should invest 20 or 30 minutes of their time with you.

Without value, why would anyone apart from those really desperate for a solution agree to it?

What Makes a Meeting "Productised"?

A productised meeting has:

1. A Clear Name/Title - Not just "introductory call" but something specific

2. Defined Outcomes - What they'll walk away with

3. Time-Bound Scope - Specific duration and structure

4. Tangible Deliverables - Something they receive

5. Articulated Value - Clear benefits stated upfront

Examples of Productised Meetings:

Generic (Weak):

"Can we schedule a quick 30-minute call to discuss your challenges?"

Productised (Strong):

"I'd like to offer you a complimentary 30-minute Revenue Leakage Assessment. We'll analyze your current sales process and I'll send you a one-page diagnostic highlighting the top 3 areas where you're likely losing revenue, along with prioritized recommendations."

Another Example:

Generic (Weak):

"Let's hop on a call to see if we're a fit"

Productised (Strong):

"I'd like to invite you to a Strategic Growth Blueprint session. In 45 minutes, we'll map out your current growth bottlenecks, identify your highest-value opportunities, and you'll leave with a simple one-page action plan you can implement immediately - whether we work together or not."

The Psychology: Why This Works

Reduces Perceived Risk

When you articulate specific value, prospects know exactly what they're getting. There's no mystery or concern about a "bait and switch" sales pitch.

Creates Reciprocity

When you clearly offer value upfront with no strings attached, it triggers the psychological principle of reciprocity - people want to return value they receive.

Demonstrates Expertise

The specificity of your offer demonstrates you know your stuff. Vague offers signal uncertain expertise.

Makes It Easy to Say Yes

A clear, bounded, valuable offer is easy to accept. An ambiguous "chat" requires trust that hasn't been built yet.

How to Create Your Own Productised Meeting

Step 1: Identify Your Core Diagnostic Skill

What can you assess, analyze, or evaluate quickly that provides immediate insight?

Examples:

Step 2: Package It With a Clear Outcome

What tangible deliverable will they receive?

Examples:

Step 3: Name It Specifically

Create a name that communicates value, not just "meeting" or "call."

Formula: [Benefit] + [Type of Deliverable]

Examples:

Step 4: Script Your Value Proposition

Create a simple, repeatable way to offer your productised meeting.

Template:

"I'd like to offer you a complimentary [NAME]. In [DURATION], we'll [WHAT WE'LL DO], and you'll receive [DELIVERABLE] that [BENEFIT]. Whether we work together or not, you'll have [SPECIFIC VALUE] you can use immediately."

Implementation: Where to Use Your Productised Meeting

In Cold Outreach

Replace "Can we schedule a call?" with your specific meeting offer.

On Your Website

Create a dedicated landing page for your productised meeting offer.

In Networking Conversations

Instead of "Let's grab coffee," offer your specific diagnostic or assessment.

In Follow-Up

After initial interest, transition to your productised meeting offer.

Common Mistakes to Avoid

Making It Too Long

Keep it focused - 30-45 minutes maximum. Longer meetings are harder to commit to.

Overpromising

Be realistic about what you can deliver in the time available. Under-promise and over-deliver.

Making It Too Sales-y

The meeting should provide genuine value whether they become a client or not. If it feels like a disguised sales pitch, trust evaporates.

Forgetting the Follow-Through

If you promise a deliverable, you must deliver it. Your credibility depends on it.

Taking Action

Create your own productised meeting offer this week:

1. Choose one core diagnostic capability

2. Define the specific deliverable

3. Create a compelling name

4. Script your value proposition

5. Test it with 10 prospects

Track your results. A well-crafted productised meeting offer can double or triple your meeting booking rate compared to generic "let's chat" requests.

Remember: You're not asking for their time. You're offering them value. That's the shift that changes everything.

This first meeting strategy complements understanding when to avoid solving problems too early and demonstrating client respect. Combined with proactive outreach, this creates a powerful client acquisition system.

Ready to master these strategies? Explore our coaching programs and fractional support options.