5 ways to prepare for your next retailer meeting 📋
Panic sets in. Tesco just called, they want you to come in next week.
It’s the kind of call that can throw off your whole week.
But don’t worry, with a bit of preparation, you can turn that pressure into a productive meeting.
Whether it’s a big pitch or a quick catch-up, here’s my guide to the 5 key things to do before you walk in, so you can make the most of your time and leave a strong impression.
1. Have a clear outcome in mind 🎯
Too many meetings happen on autopilot. We turn up, share a deck, and hope something sticks.
But if you're not clear on what you want from the meeting, the buyer definitely won't be.
Before your next buyer meeting, get specific:
- What do you want them to remember?
- What do you want them to think, feel or do differently?
- What’s the ideal next step you’d like them to agree to?
Spend a few minutes thinking about this before preparing what you’ll say. It’ll help keep your content focused and your message clear.
2. Focus on what matters to them ❤️
Your buyer is busy. They’ve given up precious time to meet with you, so make it worth their while.
Don’t just turn up with a presentation, show that you understand what matters to them.
What do they expect from the meeting? What targets are they trying to hit? What challenges are they up against?
The more you can link your content to their priorities, the more relevant and valuable your time together becomes.
Not sure where to start?
Check out our Retailer Insight Report for the latest strategy headlines.
Or revisit our newsletter 5 things your buyer doesn’t have time for and how you can help.
3. Prepare open questions to align with their needs ❓
One of the best ways to show you're on the same page is to ask open questions that help you understand their needs and priorities.
These questions can give you insights that help steer the conversation and make sure you're offering exactly what they need.
Open questions encourage discussion and allow the buyer to share more. Not only does this help you align better, but it also shows that you're truly listening and invested in solving their challenges.
4. Think about matching their style and energy 🪞
Every buyer communicates differently. Some love the detail, others just want the topline. Some prefer visuals, others like a quick chat.
If you're not adapting to their style, you risk losing their attention or wasting precious minutes going in circles.
When your approach matches how they like to work, it builds trust, saves time and helps you land your key messages more clearly.
5. Manage your time well ⏰
There's nothing worse than being rushed out of the room without discussing next steps. It leaves you feeling frazzled and unsure of where you stand.
Before the meeting, check how much time you have and plan accordingly.
Don’t prepare a one-hour presentation for a one-hour meeting.
Factor in time for introductions, any questions that might come up, and make sure there's space at the end to align on next steps.
By pacing the meeting properly, you respect their time and ensure that key points get the attention they deserve. It also helps the conversation stay focused and productive, without rushing to wrap up.
Not sure what to cut?
Check out our newsletter, Do You Really Need That Slide, for tips on what to leave on the cutting room floor. It will help you refine your content for maximum impact.
Retailer meetings don’t have to feel daunting.
A bit of smart prep can make all the difference.
If there’s anything we can do to help, reach out.
All the best,
Ella & the May Insight Team
June 2025