It can be tricky to make a good first impression, particularly with a new client. Without knowing exactly what this person is like, you can come on too hard or too soft, and throw them off with your incorrect behavior. Even if you have good intentions, they may not be sure about doing business with you. What's the best way to get started and having a productive meeting with a new client? Ask the right questions, and you'll know what to do.
What are the Challenges?
Every company has their own challenges to face, and though they may not all be completely predictable, sometimes a company representative has a good idea of what might be to come. This happens especially often with seasoned employees (if you’re lucky enough to get to talk to one of them). Figure out what obstacles will have to be faced, and then figure out how you can work together to conquer them.
Who Else Supports This Idea?
Not everyone in a company always agrees, and while sometimes they do, it’s important to know when they do not. It’s not always a big deal if people higher on the totem pole don’t agree, it just means you have more work to do, and it’s good to know when that’s the case. Focus on improving the attitude and opinion of the person in front of you, and that will help you schedule meetings and conferences with higher-level employees so you can help the company.
Instead of just rushing into a meeting based on your previous ideas, take a moment to step back and actually asking the client a few questions. Knowing what obstacles might be ahead and who else you might have to convince of the greatness of your product will really help you form a good, productive relationship with a new client.
