The first meeting with a potential client can be pretty nerve-wracking. You go in with the hopes that you’ll close the deal, but that’s not what the first meeting is about at all. The first meeting with any client is your opportunity to establish the terms of engagement right off the bat.
In this video, Chris and Jose answer questions from a live audience on how to handle the first meeting with a client. Below, we’ll cover the key pieces of advice:
The Purpose of the First Meeting
It’s important to know that any first meeting with a prospect is not about selling. It’s about learning more about the opportunity and determining whether or not you’re the right fit. The client has very specific goals in mind, and wants to know if you’re the person who can lead them to the right solution.
So before you gear up for your meeting, forget about closing, negotiating, or selling. Think of it as a first date where you and the client get to know each other’s history, goals, and expectations.
Identify Your Client
There are four main types of clients you will meet time and time again. Identifying these clients will help you figure out the best communication strategy and how to navigate their concerns.
1. The Fisher
The Fisher is also known as an information gatherer. They’re just browsing around, collecting as much information as possible, before they think of making a decision. Oftentimes, the fisher is a time waster. They’re not serious yet, and have no intent to buy.
2. The Square Pegger
The Square Pegger is not the final decision maker. They’re doing their due diligence looking for a service provider, but are not the ones who need the work done. Because they’re working on behalf of someone else, they act as if their job is on the line. They’ll often ask for very specific work samples, and ask strange questions.