MatchPoint Network


4 Things To Keep In Mind When Meeting With Prospective Clients

There is definitely an art to the “business meeting”. Meeting with prospective clients can often times be a very stressful situation. Naturally, if a client is willing to spend a good deal of money for your services, you are going to have a little nervousness.

In these preliminary meetings, you generally have a short period of time to relay a lot of information and portray your business and services in the best manner possible. For instance, if you are an independent franchise consulting professional, you have to convince a client to pay for your services by giving them qualifications, case studies, pricing and assurance in a very short meeting. If you have a meeting with an interested client, keep these 4 tips in mind to ensure success.

1. Don't let the meeting be one sided.

Often times, a meeting can go sour if one party speaks too much. Since they are the client who is doing the “shopping”, allow them to lay out exactly what they are looking for, how much they are looking to pay and anything else they want to say. However, if you just listen to what they have to say with minimal feedback, the meeting will be very forgettable. It is important to be a good listener as well as a good communicator. Make sure to sell your business or services without dominating the meeting. These meetings are two way conversations, and it is optimal to have both parties relay their needs and wants.

2. Make eye contact and be confident.

It doesn't matter if you are meeting with a billion dollar franchising giant or a small business owner looking for bottom level services, always give the person you are meeting proper respect. This means firm handshakes, eye contact, calling them by their name among others. These practices have a dual purpose: they show the other person respect and make you look confident. Confidence and charisma draw people to you, and those two attributes can often times be the difference between a successful meeting and a waste of time.

3. Always be polite, even if the meeting turns out poorly.

We've all heard about the danger of “burning bridges” but it is more than just a cliché. Keep this simple tip in mind: imagine that everyone you meet with knows at least a few of your current clients. Every word you say in a meeting is going to reflect your business, positively or negatively. Sometimes, things don't work out as planned. Clients will have problems with work loads, pricing, availability etc. These things are inevitable, and it is very important to always end a meeting with a handshake and a thank you. You never know what the future will hold.

4. Follow up the meeting with a call or e-mail.

Following up a meeting with a call or e-mail should be a standard practice. Plain and simple, it shows that you care. People don't want to work with businesses or professionals that are cold and distant. Sending a follow up e-mail or phone call can be the beginning of a long, prosperous partnership. It can also be the difference between your services and your competitor's if the client is actively shopping around.