Good communication is as exhilarating as a decent cup of coffee … and just as difficult to sleep after.
After meeting potential clients for the first time, I replay the meeting in a continuous loop … all night.
If you have the meeting ready then you have your foot in the door, now all you have to do is impress them.
Here are some suggestions:
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Most importantly – do your homework on your customer / your business / market they are in, a Google search takes a few seconds but you can get great rewards.
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Choose your meeting space wisely, if it’s a cafe, is there a quiet room you can use, out of the way so you can talk in peace? If not, is your space clear but does it reflect your personality? Can you show your talent without it being too obvious?
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Dress smartly / professionally, but not out of place, you should also be comfortable.
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Be aware of your body language; You may be nervous, but try not to show it. Take a deep breath, smile and enjoy it.
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Start with a small talk and do not go directly to the business, this will overwhelm the situation.
- Buy decent coffee – I know we own a coffee business, but I can’t stress enough how little effort it takes to serve amazing tasting coffee.
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Now you can talk business – make sure you’ve also researched your competitors and the industries aligned with your business.
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Gently criticize their business – what they are good at, what they are not good at, list how you can help them improve.
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Ask them what they like about your business, what they don’t like, and what they are looking for.
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Ask open-ended questions, take notes, and repeat your answers so you know the information is correct.
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Only say “Yes” or agree to work with them if you are 100% sure you can deliver.
If the client has taken the time to meet with you, they will likely want to work with you.
Take whatever information you have, write it down into a contractual agreement, making sure both parties understand the fine print … and both are happy with it.
Amazing coffee is inexpensive, and if you do it right, your potential customer will be impressed from the start.
The most important thing to remember: customers just want you to be able to solve their problems.
Have you done that?
