Five Point Checklist for the Client Meeting

If you have a meeting with a prospective client, you know that the stakes are high and your anxiety level is even higher. It’s completely normal to be nervous, but you can do some things that help you overcome your fears and (hopefully) land the new client.

1. Practice, practice, practice

Speak with a trusted friend, a colleague or a mentor and ask him or her to pretend to be the client. Set up a fake interview and video tape it. Once you’re done with the interview, ask your friend for his/her opinion and watch the video. You’ll be able to dissect what you did right and what you did wrong. Those things that didn’t go as planned can be adjusted for the real thing.

2. Talk to the mirror

You can’t see your facial expressions when you talk, and these are crucial to any face-to-face meeting. Stand in the mirror and talk about the same things you’ll discuss in the meeting. Notice how your face moves and adjust as necessary. Remember, people do business with people they like, so you want to look friendly, confident and approachable.

3. Do your research

This step cannot be emphasized enough. Find out everything you can about your prospective client. Look online and talk to people who may know him/her. Know as much about the client as possible – not just about work, but about interests, hobbies, family. One of the most important things about the meeting is to connect and build trust. Knowing a little bit about the potential client and connecting on common ground is crucial.

4. Prepare you questions and your topics

Take some time to think about the things you want to ask and say. You definitely don’t need to stick with a script, but just having an idea of the topics you’ll discuss will make you feel more confident.

5. Come prepared for a “yes”

This is so important in any client meeting – be prepared for a “yes.” Therefore, if all new clients must sign a contract, bring the contract. If your new clients need to approve a proposal, bring the proposal. When a client says yes, you want to make that a quick, seamless process for them.

Now you’re ready to conquer the world! Or, at least the prospective client meeting. Good luck! Need more tips? Contact us! We’re attorneys helping attorneys, and we’d love to help you.