Meeting a Client!

Seven 'Must Do's' When Meeting a Client

 

Know the Statistics: 

Know the key financial and consumer indicators and potential impact factors i.e. things that can change/the bottomline for both parties.  

Know the Issues: 

Know the client's previous history, know their risks, know their weaknesses and what contingency plans are in place, if any.

Know the Extras:

Know the additional expenses, resources and time that may be required.

Know the Person:

Casual or formal and talking or listening. An experienced individual will display all of these characteristics in the course of one meeting. Do not be taken by surprise, make sure you mirror and match others, adjusting quickly to changes in mood or tempo. 

Know the Organisation:

Know the organisation’s history, key individuals and relevant achievements. 

Know the Industry:

Know the competitors, relevant industry events and if necessary, government policy that might impact the client. 

Know the Expectations:

Anticipate your client’s expectations prior to the first meeting. These can vary significantly across a range of different clients including sole traders, SMEs, corporate and government clients. 

Top-tip:
If the opportunity arrises assess the office area prior the commencement of the meeting. Look for things that stand out like sports related pictures or trophies, maybe their office has a great view or the wall is covered in certificates. These are all potential ice-breakers/conversation fillers to help build a rapport with the client. They create common ground which allows your client to do the one thing that everybody likes to do: talk about themselves and what interests them. If you give someone the chance to do this, they will give you the chance in return. Remember, people buy into people before they buy from them.