There are very few times that leaving a good impression matters quite as much as when you are meeting your clients. The kind of mark you leave on them may well dictate whether you create a fruitful, lasting relationship or whether they walk out the door never to return.
So, when it comes to that first, all-important meeting, how do you ensure that you don’t blow it?
Make sure they see good things only before
Most clients are going to do some research on you before they attend any meetings. For that reason, you need to portray an effective professional image online.
Make sure that you have a working and great looking website, invest in reputation management to ensure you’re fostering positive reviews online, and get into writing thought-leading content for the internet, as well.
You want them to not discover any reasons to have second thoughts about the meeting when they Google your business name.
Be willing to move for the meeting
You might welcome clients to your offices with no problem when it comes to setting a location for the meeting, but you should bear in mind how long that might make them have to travel. You have to be willing to go out to meet them.
This doesn’t mean having to have an important private meeting in a cafe, however. A meeting room booking system can help you take advantage of offices in a wide variety of locations. Find a place that is convenient for them but also suits your needs, especially if you have a presentation to give.
Courtesy goes a long way
Make sure you’re there in advance and, when they arrive, welcome them. Place out some treats or coffee and invite them to take some. Mind your etiquette, present yourself well, and enjoy a little small talk.
If they don’t already have one, then bring some business cards they can take to get in touch with you directly. Play it cool, be courteous, and don’t push into the meat of the meeting if they’re enjoying a little pre-amble.
Listen more than you speak
You want to wow them with how great your product is, and there will be time to sell yourself and what you offer. However, what’s more important is that you let them do the talking. Ask about what their needs are and what obstacles they’re currently facing.
Practice active listening, making sure that you’re hearing their problems, and then offering your service/product as a fitting solution. Don’t put it all behind a paywall, either. Offer some free advice without any obligations to leave a positive impression and help them see that you are, indeed, on their side.
With the tips above, you should at least ensure you don’t make some of the most common mistakes that can blow the meeting for you. You still need to demonstrate the value of your proposition and speak to their needs effectively, but it will at least become a little easier if you’re not sabotaging yourself inadvertently.
