First Client Meeting… Like A First Date?!
Upon starting a new job, we are very excited. We try to impress our others by speaking and acting in
Upon starting a new job, we are often very excited. We strive hard to do our best from Day One.
We try to impress our bosses and our colleagues by speaking and acting in just the right way. We demonstrate our drive to deliver value and meaning, starting from the beginning.
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But what happens when it’s time for you to go to your first meeting with a client or prospect?
That’s a lot of pressure. A lot of weight suddenly on your shoulders. You may feel very eager to prove to yourself and to your managers that they smartly hired you, for a good reason. Your first client or prospect meeting is a perfect first chance to really show-off your value. And… as some say… “No points for coming in second place!”… and “No second chances at a first impression.”
Even if you are a very experienced salesperson with years of meetings under your belt, the first time with a new client or prospect still constitutes a FIRST TIME – and so it can be a mixture of emotions.
My favorite analogy: as a gentleman, even if you’ve dated many women in your life, the first time that you go out with a new lady whom you like, you likely experience a strange and bizarre feeling – in which a great many emotions emerge at once, including fear and nervousness… felt in your heart, and potentially even affecting your behavior. You may feel a little bit “on edge.” Ladies or gentlemen reading this, try to remember what it felt like the very first time you went on a date with someone who really captured your attention?
I very clearly remember my first date (how young I was!) – who doesn’t remember?! The thoughts in my head (and flowing throughout my body were): “What should I wear? What should I say?” (I even prepared a speech in front of a mirror.) “Where shall I take her? What are good topics of conversation? What should I not say?” All of these questions – and the desire to do it ‘right’ – were gripping me, felt in both my mind and body.
On my first date, my only real objective was to “do things right” in order to arrive at my ultimate goal: to experience reciprocal appreciation and secure a second date!
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Although much difference in context, the same ultimate goal is true when we first meet a promising new business prospect and we want to secure reciprocal interest and respect – interest and respect that results in a second meeting!
In both dating and business prospecting (or client service), a second meeting is typically a strong indicator – and a better indicator than no second meeting – that things are “moving in the right direction.”
Ask yourself this: What steps, directly within your control, can you take to help ensure the success of a first meeting (be it a date or a prospect meeting – since these two very different events share so much common ground ;-)? At its simplest, the prescription for a positive first meeting involves a few controllable aspects:
(1) Dressing the part – show up in a manner that demonstrates your confidence, personality, and capability;
(2) Be openly expressive and candid;
(3) Listen extremely closely to what is being said – and with a business prospect, you very well may wish to take notes; in some cultures, taking notes is considered a visual cue that you are committed to paying extremely close attention (and to remembering what is being said) and also that you care deeply about what the person is saying (taking notes is more recommended in business meetings than on a date 😉
(4) Make the person you are meeting with not only feel important—but truly be important during the whole time you are together; really pour forth your respect for this person, your undivided attention, and your curiosity about who they are and what makes them ‘tick’—independent of any business or personal interest you have in them. Take real steps to get to know them; and
(5) Perhaps most importantly – Have fun (Actually, also be fun! Be you!)… and sincerely enjoy the meeting and the presence of the other person!
You often know you are successful in showing up to a first meeting in ways that honor such a “prescription” if you walk away at the end of the meeting feeling awesome, delighted, and excited – in a manner that is not always easily described in words.
Luis, as usual, you nailed it 🙂 great article, interesting, funny, full of examples… very instructive. continue with the great job..!
Good job! I like it.
Comparison with first date – awesome.
Summery and conclusion are also quite strong:
Love and business go together.
Well done mate! Write a book my advise to you)
Great article. Simply spot on. The analogy between meeting a woman and a client for the first time could have ended up being too obvious (and even cheesy). But, on the contrary, the result reflects many points of interest to take into consideration by all of us when meeting a client (regardless of our experience). Keep up the good work, Luis.
Very good paper. Simply presented but very true. Continue the good work Luis that I have found very helpfull.
Great Article Luis, very well done.
Looking forward for the next one.
This is the best client-approach analogy I’ve ever seen/read, they should put it in a Sales Handbook or something! Great article, I really enjoyed it!! 🙂
Great piece of work Luis!
The parallel between a first date and meeting a prospect is obvious, but so true. Looking forward to the next story… I will expect the unexpected!
Regards,
Marco
Luis, what a hidden talent you have. You can write a book on sales. Well done, great article!!! When I grow up I want to be just like you……..
Great article and analogy.
So true-I can’t wait for the novel!
Lu, the way you compare business meetings vs dating is fantastic, you manage to put in words all those feeling and show us ” the secret recipe for a first meeting”, what ever is a date or a business meeting. Congratulations one more time !!!! So I’m wondering now what will be your next article??? Good luck.
Expected nothing less from our artistic, eloquent globetrotting Luis ! Well done once again, your articles are an inspiration to all of us whether in the industry or not, and they are a great travelling companion too!!!! Bring on the next one!!!
What a great article, thanks for sharing your thoughts with us. 🙂
Luis, truly sage advice for any person, myself included. You are in a league of your own, excellent work my friend!
Jeff
Loved it Luis, it´s very true. I believe commerce and seduction goes along really well. That is why you may find that successful business people may tend to be too with the other sex.
Luis this is a very good analogy
now i understand why i felt so important during our first meeting.. 😉
Luis, I really enjoyed the article!! You put on the table all the key factors to succeed in your first date, I mean, first meeting 😉
You are an artist!
Luis, very entertaining and informative article. Puts many aspects of our every day relationships back into perspective. Did not know you could write like this, professor Luis ?
Outstanding, simply outstanding. Well thought and written. Keep up the good work Luis. You nailed it as always. Good luck and best regards.
Dear Luis Great article as usual. As your first approach ( date / client), need to have the best impresion of you ( Knowledge of the business and simplicity to grasp their attention). A good warm up ( with open questions in order the client speaks) you to grasp and know what the customer seeks. Usually this warm up includes general questions to more specific and personal questions. ( 1st call). Always letting customer know a solid background of the business for a 2nd date. On the 2nd date grasp the main points of the first meeting. Letting the customer… Read more »
Such good analogy. Really good job. This kind of job, mekes youa good impresion with your clients.
Congrats!!!
My dear friend! Firstly would like to say thank you for giving a chance from time to time to switch off from daily routine and to feel a bit of excitement while reading your articles, as all of those I have read are excellent!! And this article is not an exception. But the funny thing about me is that my first date as well as my first client meeting preparations were the same but the date and the meeting themselves went absolutely another direction! So for me first client meeting like a first date – true dat!
Luis is a great article. And the analogy too. It is important to prepare for a meeting. And you described the whole process simple and understandable for everyone. It really should be part of your future book. This market needs it. I would like to add, that in addition to the need to be prepared for the business meeting, as well as for a date, you should still be prepared for the fact, that you might not pass through of a meeting of the planned scenario. Not all first dates are successful, because we strictly follow the original plan. In… Read more »