Client Meeting for Dummies

The other day I was in a meeting with someone who was supposed to sell me the services of his – quite –  important company.

Shortly after it started, I felt like being on a bad date : stuck with someone who doesn’t know me and keeps talking about himself. At some point, I was nodding without listening and thinking “Can’t he tell I am bored out of my mind?”

After being forced to look at the complete company portfolio, I had ten minutes left and very little patience to hear more. I just cut it off and thanked the guy politely. I don’t think I’ll ever buy anything from him.

So I figured it can’t hurt to remind a few tips for client meetings

• Do your homeworks : get information about the brand/company you expect to sell to
• Tell a story. People engage to stories and to other people. Not to powerpoints with no soul.
• Keep the introduction of your company short.
• Listen and ask questions. Be curious and customer-oriented.
• Pick up and introduce case studies. We, clients, care about measuring actions.
• Be ready to provide accurate answers to questions.Know your business.
• Don’t assume the person you’re talking to knows less than you do.
• Be aware of the fact you are not the only one in competition.
• Don’t try too hard. It’s just a turn-off.

Otherwise, you’d be ruled out just like in the dating game : “Next!”