How do you start your meeting with a prospective client?
Do you tell them about your company?
By listening and asking the right questions upfront you can position yourself to win more business.
Do you mention how great your track-record is?
Do you talk about your experience and expertise?
If you said yes to any one of these you’re making a big mistake.
Most consultants lean towards talking about themselves at the beginning of a meeting.
It’s not always their fault.
Often you’ll find the prospective client saying something like, “So, tell me about yourself?”
If you want to make the most of each meeting and move that prospective client increasingly closer to become an actual paying client, you must resist the urge to talk about yourself first.
The meeting isn’t about you. It’s about the buyer, their company, their challenges and goals.
And if you’re talking about yourself before understanding their situation you’re missing a great opportunity.
You’ll learn all kinds of valuable information when you stop talking and start listening.
By asking your buyer the right questions at the start of the meeting, you can then provide them with more relevant information that matches what they are looking for. Continue Reading