6 Ways to Win (Or Lose) a Client

Have you ever had a meeting with a potential client go so badly you just wrote the entire event off? Sure, we all have, and hopefully due to circumstances beyond our control. Since I have operated on both sides with both obtaining services and providing services: I know how important it is to be prepared and I can appreciate how bad the back-lash can be if you are not. What still surprises me is when some fatal blunders are being made by seasoned career veterans. Certainly, everybody has a bad day now and then, but some things are just inexcusable and can cost you a business opportunity.

Be Early

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If you are soliciting business, make sure you are on time. Early is better! Arriving late is inconsiderate of your client or contact because time is a limited resource! Being late to a meeting can be a significant blow to the first impression. This seems like such a simple concept; yet it is surprising how many people get this wrong. Leave in plenty of time to make your appointment, allow for traffic, and other circumstances beyond your control – within reason. A five to ten minute buffer, by the way, is not ‘plenty of time’. It is best to sit at your next appointment for thirty minutes and catch up on emails than to walk in ten minutes late.

Are you an over-achiever? I certainly was and had a tendency to cram too much into a busy day, which meant that I was always running late or rescheduling something. Take control and allow more time to accomplish tasks. Learn more time management tips HERE.

No Excuses

If you are late: “Traffic was terrible” or “Google gave me the wrong directions” are not good excuses for showing up late, unannounced. Why? Because the first thing I check is the traffic map online when I realize someone will be late. If I don’t see any traffic hold-ups, that makes you not only late, but untrustworthy. Of all the apps on smartphones, a traffic map can be a life-saver! Here’s a free tip: make sure you have prepared your route and understand where you are going the day before. Use Google street view to confirm that the address is correct. If you are still unclear: send a message or call your contact for clarification. Don’t get caught out at the last minute.

Read Instructions

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Reread all of your correspondence about the meeting well in advance. People who show up and exclaim how they had “No idea!” which building to come to after receiving advance explicit instructions on arrival and check-in details send a bad message to the potential client. Here’s your second free tip: go back and reread the correspondence for any details such as arrival instructions, where to check in, and if there are any special clothing instructions such as PPE (personal protective equipment) before you leave for the meeting. Don’t assume! Few professionals have patience for the unprepared and certainly will not consider hiring you or purchasing your services if you cannot pay attention to instructions.

Excessive Acronyms

Please don’t use acronyms unless it is common industry practice. You will not impress anyone if you sound like an old military captain by using an acronym every fourth word. This practice does not make one sound more intelligent. If the chosen abbreviations are industry standard – still don’t assume everyone in the room is aware of them and what they stand for. Another tip: it is proper etiquette to spell out the first usage of any acronym and then feel free to include them in conversation afterwards. Beware of excessive usage and make certain that you utilize abbreviations that are legitimate. Remember the power of the internet and don’t use abbreviations for things that don’t exist!

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Reference Material

Typically only a small percentage of the material provided at business meetings is actually used. However, not having anything for your participants to engage with is worse. Engagement material is a must, even if it is a short power-point presentation. Marketing material do not have to be elaborate, but something for your business contact to refer to is important. Not everyone understands the value of making notes and it is handy to have something for your contact to reference after you are gone.

Be Organized

Demonstrating preparedness and good organization to your clients equals dependability, confidence, and potential trustworthiness in their minds. By being prepared and asking questions you are sending a clear message that you care about your potential client. If you are late, don’t follow directions, and don’t have appropriate engagement material: don’t waste your time or your potential client’s time! It’s much less harmful to your future business opportunity if you reschedule a meeting to ensure that all goes smoothly. These tips may seem obvious, but you would be surprised how many business-seeking individuals get it all wrong outside of the basics.

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Just making certain you simply have clean breath, are nicely groomed, smile a lot, and hand out business cards only applies to networking parties. Plan to add a few layers to your efforts for business meetings to connect with your clients. Building relationships and obtaining trust is challenging but rewarding. These tips also apply to business meetings: whether you are soliciting new business or participating in an internal departmental meeting. It’s all about establishing your credibility and sometimes we can use a refresher on best practices.