What were you thinking about during a recent first meeting with a prospective client? Were you listening intently or were you distracted by what you wanted to say?
I’ve been thinking about a great first meeting that I had with a prospective client last week. From the moment we sat down the conversation was off and running. The meeting was an important opportunity, but I resisted the natural pull to stay stuck in my own brain and instead focused on the other person. Reflecting back, the meeting’s success was due to two things: 1) Curiosity-fueled preparation and 2) Demonstrating (not telling) the ways in which I could be a helpful resource.
Curiosity-Fueled Preparation
- I read through the background information found on the company’s web-site and in a Google search, and profile information on LinkedIn, to learn about the other person and her company but also to identify what I didn’t know yet. Rather than plan out what I wanted to say about my business, I focused on what I wanted to ask about my prospect’s business.
- Armed with what I knew and what I wanted to know, I anticipated a few possible openers to kick off the conversation.
Demonstrating vs. Telling
- I built on my questions by sharing new perspectives and insights from my unique vantage point.
- I respected the prospective client’s expertise and demonstrated how my knowledge, expertise and experience complement it.
- I offered a sneak peak at what the prospect would experience when we work together: relevant suggestions, fresh thinking about her business and tips that will help her business be more successful.
Your next business lunch
