Seven Original Ideas for the First Meeting with the Client

The first meeting with the client is like a theatrical performance. If you do not take the time to prepare, then the viewer will not buy tickets the next time. And in our case, the transaction will not take place and the profit will not flow a golden stream to our account.

Perhaps you are running a company, or maybe you are a simple salesman or a networker. But, in any case, you constantly have to play this performance called "the first meeting with the client."

This article will not be a step-by-step guide on how to prepare and hold a meeting. I think that during your work, you have already accumulated a number of tricks and tricks.

That is why, today you are just waiting for a few original ideas, which I take from my rich experience and from the experience of my successful friends.

If during the time of reading in your head there will be at least a couple of good ideas, then my goal is achieved.

So,

Idea 1. Add a clock.

Yes, it's best to come to the first meeting in a suit. The client looks at you and makes some conclusions for yourself. But that the impression was 100% - winning, add ... stylish expensive watches. One day, I saw the phrase that a good watch is a pass to another level. And my experience confirms this.

I'll tell you a story that I saw in my company.

We have an employee who constantly walks in a business suit, even outside of working hours. Jeans, T-shirts, he does not recognize, this is a special feature of a man. And that's it because of good physical data I often sent to customers to pick up or take boxes with materials. None of the clients have ever been particularly surprised that the "courier" comes for boxes in a strict business suit. But when he had a good watch ... As to me the same day one of the clients on the phone said: "But this is probably not your courier! I have a look in my eyes. I immediately recognize the person involved in management! "

Idea 2. Do not become a "sales agent".

Almost all of us have seen commercial agents come into offices , which sell tickets to the theater. They always give out excessively joyful, unnatural intonations. "Good afternoon! How are you feeling?! We have a great offer for you! "And further in the same spirit.

Such voices and intonations excite the busy and busy business people.

All of the above is true for the first meeting with the client. Do not start the greeting with overly cheerful, joyful intonations. Because it is not known in what mood your interlocutor.

If you want to see a solid professional you can deal with, it's best to start in a calm, measured, conservative tone.

And then, with accuracy, copy the intonation and manner of the interlocutor. Personally, it never let me down.

Idea 3. Forgive me, I'm wrong.

Do not need to apologizes. Even if something is done wrong.

The fact is that "sorry", it's in other words "You're right, but I'm not."

I'm not talking about situations when you stepped on a client's feet or spilled coffee on him. In this case, of course, it's worth apologizing. But not excessive.

Some people think that if they make a lot of apologies, the client will marvel at their courtesy and the deal will definitely take place. But everything happens exactly the opposite.

The best word is "sorry", replace it with something else. Nobody wants to deal with an unsure amateur. I remember running away from a store with very polite girls who were trying to show me how the device works and could not turn it on. They looked so insecure, but they apologized through every word.

Once I witnessed such a picture. To my acquaintance, an outstanding business coach, the owner of one solid company was waiting and waiting for her turn. She came on time, but he was very late. It was evident that the woman was annoyed and very angry. I thought that when he appears, he will have to apologize a lot to somehow mitigate her anger.

But ... not for nothing that he had a reputation as a professional!

Appearing in the doorway, he simply and charmingly said to her: "Thank you for waiting. Please, sit down at my table. " And as if nothing had happened, began communication and completed it with a beautiful sale.

Idea 4. Say "I'm a professional!"

But one day I was given an article by L. Ron Hubbard, about self-confidence.

And I suddenly realized that I constantly downplayed my talents to clients. By sending them an ad text for verification , I apologized in advance if I did not like it and promised to immediately rewrite everything and send as many options as needed.

And do you know how customers reacted to this?

They made me many comments, almost completely corrected my texts and treated my recommendations with disdain.

After reading the article, I realized that this is fundamentally the wrong approach. Is it possible to treat me as a professional if I belittle my services?

And so, just at that moment, one of my clients sent me his advertisement and asked me to look and comment.

And then I ventured.

I started my reply letter with the words "in my professional opinion, I need to fix this ...". And then went the list of criticism and corrections. I wrote rather harshly and shuddered, not imagining what was waiting for me.

Imagine my surprise when he wrote back in response that he applied 80% of the written and wanted to pay me for help! Although this service is generally free of charge!

After that personally, I radically changed the approach and immediately felt how the attitude of clients and partners changed for the better. Still, it is very important not to be afraid to say "I am a professional!".

How does all of the above relate to the first meeting with the client? It's simple - do not be afraid to tell him your conclusions and give reasonable advice. Your task is to inspire the client with the assurance that you are a true professional of your business.

Idea 5. Drawing up a conversation scheme.

The method is simple, but works 100%. Just try to use it at least once. Before the meeting, give yourself a plan - what will you say first, and then what. This is incredibly helpful.

Idea 6. Gently manage communication

As soon as the client took the conversation away from the topic you need, gently and aggressively bring it back: "Yes, it's good that you said so. But let's go back to ... "Approximately. Very politely, gently, but adamantly discuss everything that needs to be discussed. Your task is to find out all the details and details, without leaving the question half solved.

Idea 7. "The head of the department will come to you".

A surprisingly simple trick.

Having already agreed about the meeting, ask someone from colleagues or employees to call the client and warn him that the head of the department himself will approach him . Then his attitude towards you will be completely different!

That's all! If I push you this newsletter to a couple of useful ideas, I believe that my task is completed.

Virtuoso you sales!

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