Whether your industry is engineering, law, property or the public sector, here are some ways you can prepare and optimise the opportunity at your first business development meeting with new clients. The Dos and Don’ts if you will, of creating the right first impression.
Respect
Treat everyone you meet from the organisation as you would treat the client themselves – you never know who is influential!
Don’t be late!
Always arrive a little earlier than the start time – this way you won’t be flustered and the client won’t be distracted by you being late.
Introduce Yourself
A receptionist’s life is usually a hectic one, so go out of your way to make their life easy. Introduce yourself and say your name clearly. You might want to present your business card so there is no misunderstanding. Explain who you are there to see.
Coffee?
If you are offered coffee at this point, politely refuse – it just gets in the way and you will probably get another chance once the meeting begins when you can join your host in a drink.
Take advantage of your surroundings
Reception areas are often full of client information. If you have time, take a look at any press clippings, annual statements, or in-house magazines. There might be some interesting things in any literature from your industry (from engineering and commerical to the public sector) that you can use as a conversation opener in the meeting.
It’s now time to meet and get to know your potential new client. Creating a bond and finding common ground is vital to create a positive first impression. Here’s how to get the conversation started.
Chat checklist for a Sales or Business Development Meeting
The most common topics of discussion at this point (in British culture at least) are weather and transport. Time to break the norm!
Be ready with one or two more interesting conversation topics – potentially things you found out while waiting in reception.
Positive comments about the environment you’re in and the greeting you received when you arrived show that you are attentive and appreciative…two good human qualities.
Make a link to how the meeting came about – perhaps you met at an industry or networking event, or someone referred you.
When you’re ready to turn the discussion to business, say,“Before we get onto the agenda, can I just check how you are for time?”
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Getting to the ‘table’ of target clients
Are you targeting the right clients and speaking to them regularly? Don’t lose out to your competitors, develop your own action driven BD Plan.
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Upskill your team in how to win more work with our series of live webinars aimed at delivering the key points and latest thinking in Business Development and Client Relationship Management.
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RETAIN
Client management
Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Raising up leaders
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
