.png)
First impressions are crucial in setting the tone for any successful business relationship. When meeting a potential customer for the first time, it's essential to establish trust and rapport right from the start. This guide will explore strategies for turning an initial meeting into the foundation of a strong partnership.
1. Preparation: Research Before the Meeting
Before meeting your prospect, research them and their company. This will prepare you to build rapport and show that you’ve done your homework.
Research the Person
Check their LinkedIn profile: Look for their work history, interests, mutual connections, or recent posts.
Visit the company website to see their bio (if available).
Note any personal or professional achievements that could be conversation starters.
Research the Company
Look for recent news about the company (new product launches, mergers, or industry trends).
Understand their mission, values, and key offerings.
Identify potential pain points or opportunities where your product/service might help.
This research sets the stage for a strong first impression and is a natural way to connect with a prospect.
2. Building Rapport (Before the Meeting Starts)
When you arrive, don’t jump straight into business. Spend the first five minutes building rapport. This relaxes the customer and makes them more receptive to the conversation.
Use Your Research
Mention something from their LinkedIn profile (e.g., “I saw you’ve been with [Company Name] for five years—what has that journey been like?”).
Reference any company news (e.g., “Congrats on the recent expansion—I read about it last week!”)
Observe Their Office
Look for personal items like family photos, awards, or college degrees. These are natural conversation starters.
Example: “I see you attended to [University Name]! Did you catch their last football game?”
Taking this small amount of time builds trust and makes the conversation flow naturally.
3. Setting an Upfront Agreement
Before starting the meeting, set the tone with an upfront agreement. This reduces pressure and makes the conversation feel collaborative rather than sales-driven.
Example of an Upfront Agreement: "I really appreciate your time today. The purpose of this meeting is to see if a partnership between [Your Company] and [Their Company] could be a fit. If you have questions along the way, please feel free to ask at any time. At the end of our conversation, we may realize we’re a great fit—or we may not be, and that’s completely okay. If you don’t feel like this is a fit, let me know, and I’ll do the same.”
💡 Why this works:
It eliminates sales pressure.
It encourages honesty from both sides.
It sets the expectation that there’s no obligation, making the customer feel more comfortable.
Make sure the customer acknowledges this statement before moving forward
4. Introduce Your Company (Briefly!)
Once you’ve set expectations, give a short and concise introduction to your company. This should not take longer than 20 seconds.
🔹 Example: "Before we dive in, just a quick background on [Your Company]. We specialize in [your key service/product], helping companies like yours [mention a key benefit]. We work with [a notable client or industry] to achieve [a key result]. But today, I’d love to focus on what matters most to you."
This keeps the focus on them, not you.
5. Ask an Opening Question
To ensure the conversation aligns with their priorities, ask an engaging, customer-focused question:
“Before we start, are there any questions for me?”
“What’s most critical to you when choosing a vendor or partnership?”
These questions put the customer at ease and signal that you’re here to listen, not just sell.
6. The Right Way vs. The Wrong Way
❌ The Wrong Way: Jumping straight into your pitch or asking generic questions.
✅ The Right Way: Doing your homework, building rapport, setting expectations, and focusing on customer needs first.
Starting a meeting the wrong way can make you look unprepared and transactional. A strong start can make you stand out, look professional, and earn trust.
Next Steps
Now that we’ve covered how to start a first-time meeting the right way, the next step is diving into the conversation and uncovering customer needs which we will cover next month is Part Two!
Commentaires