Meeting inherent new clients for the first time can be nerve racking. Wondering if they will be a good fit for your company and services. Wondering if they will like you. Wondering what you should say.
Let me give you some right talking tips on how to make your first client meeting a success.
Rack Frames 19
(1) Do your home work.
Before you meet with your prospect make sure you know why you are meeting, and what the company does. You should be walking into the meeting with a pretty clear idea of what you can do for them, or which type of aid may be suitable for them.
I'm not saying you will all the time know. But in most cases you should have a good idea. If you don't, you are attending the meeting without any objective. It's guesswork.
By doing your homework you can be armed with insightful questions. Plus it means you spend less time talking over the basics, and can get stuck into how you can legitimately help them.
You can do this home work (or pre-work) by asking initial questions over the phone; or asking them to sass some questions in writing; or by checking their website; or by reading up on their industry.
(2) Make a good first impression.
Simple things make a big difference. Make sure you are dressed well. Not too fancy. Not too casual. Aim to be a notch above the suitable you expect your prospect to be dressing at.
Turn up on time, or 5 minutes early.
Don't park right out the front in their customer carpark.
Get the name exact for the man you are meeting.
Be nice and gentle to the receptionist and whatever else you may meet.
Greet your prospect with a firm handshake and smile, saying Good to meet you.
Wait and succeed the lead of your prospect as to where to go and when to sit down.
(3) Find out Why.
This sounds simple, but can often be tricky to identify. By asking suitable questions you need to clearly understand:
Why are they looking for help now, at this time?
Why are they considering your type of services?
Why have they contacted you in particular?
See how we have drilled down to get very specific reasons in the three questions above. The answers to these questions will give you essential insights into the inherent this prospect offers you.
(4) Confirm their time frame.
Probe and confirm their expectations of timing.
When will they be manufacture a decision?
When do they want to start?
When do they expect completion?
When do they expect your input?
(5) Specify outcomes they are seeking.
Don't beat around the bush when it comes to looking out what they are trying to achieve. Ask them how they think your services (or, this project) will help them. What will they achieve? How will they know when they have done that?
Sometimes clients are not clear on these factors themselves. By you asking them to account for it, they will often appreciate your help in helping then account for what they want to do. After all, you are the specialist in their eyes.
(6) account for what comes next.
Make sure you have stated, or paraphrased their words, about what will happen next after this meeting. Don't leave it in limbo. Don't be scared to make it plain.
Demonstrate self-respect by ensuring clarity about the next step. Let them know you don't expect your time talking with them to have been wasted. You expect some action.
(7) succeed up. Always. And Soon.
No matter what the time frame, or what the aid being offered, all the time succeed up promptly. Send a brief email to say, Thanks, we'll be in touch soon. Or send a few bullet points or summary of key items discussed. Or send your legal contract, engagement letter, or proposal.
By following these 7 steps you will be streets ahead of your competitors... And you will win more company more easily.
New Client Meetings - 7 Steps to Success
See Also : Best of Gmaes Point of View Telescope Picking Safety Products
