How to Make a Good Impression on a Potential Client

Listen in! Pick up some expert advice to a reader's question that we selected from CyberSchmooz.

Whether you’re a business consultant, web designer, or wedding planner, your company only survives if you have clients to serve. Though maintaining your existing client base is part of the equation, the other part is acquiring new ones. If you’ve invested in an effective marketing strategy and developed a positive reputation, it won’t be long before your next lead comes knocking at your door.

When someone contacts you to learn more about your consulting services, you’ve got one shot to show them why you’re the best person for the job. As such, you want to ensure that you make a good first impression. Continue reading to learn more.

Do Your Research

Before reaching out to a potential client, do some research to learn more about them. Check out their company website, social media page, or online profiles to discover what they do, personal interests, and critical information that might help you during your initial discussion.

Reach Out Personally

When the inquiry comes in, don’t wait too long to reach out. Most people have short attention spans. Not to mention, there are hundreds of other professionals waiting for the opportunity. If you’re going to land this gig, you need to start by letting the potential client know you value them. Phone calls are more meaningful, so be sure to reach out personally.

Ask Questions

During your first phone call, it’s essential to ask as many questions as you can. It makes it easier for you to share with a potential client how your services best align with their needs. You want to find out things like what they’re looking for, what concerns they have, what methods they’ve already tried, and the type of budget and timeline they’re working with.

Schedule a Meeting

After you’ve gathered enough information, the best thing to do is set up a meeting. While you could try and sell them on your services over the phone, it’s a lot better in person. Scheduling an appointment for a later date also gives you time to do more research and devise a plan to win them over. As everyone’s time is valuable, try to arrange it in the next few days.

Develop a Plan

Now it’s time to put yourself in the client’s shoes. Why are you the best fit for the job? Based on the services you offer and the potential client’s interests and needs, develop a plan to present to them at your meeting. For example, if you’re a wedding planner, you’d want to create a vision board complete with images, fabrics, and ideas that you believe the engaged couple would like. You should also make a list of venues and vendors that are top-notch and available for the dates the couple had in mind. From the save the date magnets and wedding invitations to the ceremony and reception decor, you want to make sure that you’ve thought of every aspect to make a good impression.

Show Up and Show Out

The final step to making a good impression on a potential client is showing up and showing out. Ensure that you show up in advance to give yourself time to get situated. When they arrive, be sure to greet them with a smile. Then, go over your ideas just as you planned. Express why you’d be the best candidate and how the client would benefit from hiring you.

Lastly, allow time for any questions, comments, or concerns. Then, thank them for giving you the opportunity and leave your card so they can contact you when they’re ready. While some deals are made on the spot, chances are the client will lull the idea over in their minds and contact you with their final decision.

Turning leads into actual clients isn’t always easy. You have to show someone you’ve never met why they’d be in good hands if they chose to hire you. Though it’s a lot of pressure, all you can do is make a positive impression and allow fate to take care of the rest. As long as you keep the guidelines listed above in mind, sealing the deal will be a synch.

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