Opening a client meeting can be a very stressful few minutes, both for the salesperson and the clients. At the same time, it sets the tone for the entire meeting so it is crucial that those first few minutes are compelling and allow the salesperson to establish credibility. Some quick DOs and DON’Ts to think about:
- DON’T immediately begin each meeting with a round of introductions—it is both predictable and boring.
- DO begin with a relevant story or question that will not only resonate with the client, but get them involved.
- DON’T give your life and work history when introducing yourself—no one really cares and few clients are truly listening.
- DO keep your introductions short and focused. Highlight key facts about your life and/or work history that reflect the clients’ situation, company or industry.
- DON’T read the agenda to client. This often wastes several minutes and adds no real value to the opening.
- DO highlight the key topics that will be covered during the meeting, pointing out the benefits of focusing on these topics. Check in with the client to ensure the agenda is on track and to see if anything needs to be added or changed.
A strong, memorable opening tells clients that the meeting is not going to be your typical, run-of-the-mill meeting, but rather a valuable and interesting experience for all.
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