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By Martin Bissett
I think most of us have been in that position where we get excited to have a new opportunity to go and see but then once we get to their offices, we start to wonder about what reception we’re going to get, how will the conversation flow, what do I want to get out of this meeting etc etc.
Sound familiar?
Recently a partner in one of the firms that I work with brought a concern to the table when we were having a one to one meeting. His concern was that he felt very uncomfortable meeting with a prospective client for the first time and the reason was, that he really didn’t understand how to start the conversation when he’d never met them before.
He wanted to avoid anything that might seem unnatural, artificial, forced, sales like, pushy, or anything of that nature so he asked me the question, “Martin, how do I start a conversation in a comfortable, natural way with somebody I’ve never met before in a professional setting?”
Martin Bissett
There is only so many things a potential client can say to us, so if we’re prepared for each one, then a conversation can be a natural start and I find a great question that can be employed (once the niceties and once the initial how do you do’s are out of the way) is to say. “Tell me, in running this business you’re obviously very, very busy and yet you’ve set aside time to meet with me today to discuss the future of the business from a financial and accounting perspective, yet we’ve never met before, so can I ask, what was it that made it important enough for you in your schedule to set aside time to meet with me?”
If understanding the process of an effective first meeting is something you’d like to create a template for in your own firm, it is covered in full here in our Business Development On a Budget Mentor Group and Coaching Club.
To Your Continued Success
Martin Bissett
Founder of the Upward Spiral Partnership
PS – If mastering the 11 steps to building, converting and refreshing a prospective client pipeline is a priority to you, they are available here in our Business Development On A Budget Coaching Club and Mentor Group along with all other pieces of the puzzle from proposal writing, to pricing, to professionally resolving client concerns and much more.
Brilliant question – you’re a wise man, Martin Bissett!
Sorry, but I think this is a badly worded question. To include “…what was it that made it important enough…” is being arrogant and presumptuous. Surely something along the lines of “Thank you for meeting with me today.
I know you are a busy (wo)man, but I am looking forward to showing you how I can help you/your business and I will be more than happy to answer any questions you may have”.
No need to be sorry Steven, one person’s badly worded questions is another’s power phraseology.
Your suggestion is of course very polite, however the suggestion in the article is for those business owners with little time to spare who want to cut to the chase. You many have met them, guarded body language, curt one word answers to your questions etc. They are those who appreciate very strong opening language as it earns respect.
Ultimately of course, there is more than enough room for both of our suggestions and I’ve employed both approaches many times over the course of several hundred such meetings over the last 20 years.
Each of us must evaluate content like the above and ensure that they are comfortable with phrasing it in a way they feel is appropriate for each given situation and prospect they find themselves talking with.
Noted, but the article doesn’t actually say that it is for those business owners with little time to spare. It does say he wanted to avoid anything sales like or pushy, so I feel that including “What was it that made it important enough for you in your schedule to set aside time to meet with me?” goes against the grain of what you are trying to achieve here. Obviously this is just my view – we all have different approaches and techniques.