The Initial Meeting….A Time to Listen, Not Talk

I’m a talker. That’s a surprise to some, but not to most. But my daughter, a thriving kindergartener, puts me to shame. As soon as she opens the car door, it starts. Talking 100 words per minute, I know who did what to whom, who spilled milk in the lunchroom, who got into trouble – I know it all. But, in the short drive from her school to our home, I get to know my daughter just a little bit more. This uninterrupted time gives me a glimpse into who she is and things important to her. And as hard as it is for me not to interrupt, I don’t. I remain quiet and listen. I learn.

As a business owner, one of the best things you can do for your business is to listen to your clients. With so many businesses doing the same things, with little differentiation, gaining competitive advantage can be tough, but being client-centric is a great way to stand out. That starts by actively listening to what they have to say. This can be especially difficult during an initial meeting when you want to impress a prospect. But keeping these three things in mind may earn you a new client and a chance at referral business:

1. Shut up and listen – Regardless of how many degrees or certifications you have, how many clients you’ve serviced, or how high your rank, keep it to yourself for now. This is not the time to talk about you and your accomplishments. Your primary goal in the initial meeting is to hear from the client and to learn about their situation. What needs do they have? What are their pain points?

2. Watch for cues – As you listen, look at your client. Watch for cues, both verbal and non-verbal. Cues are a great way to take the temperature of the meeting, to get a good feel of how its going. If they are pulling away from you or crossing their arms, you may be losing them. If they are leaning forward and making good eye contact, they’re interested in learning more. If they’re checking their smart phone, you’re in trouble!

3. Don’t push – Regardless of how much you need this sale, don’t push. The sales process, depending on your industry, can be a long one, so you’ll need to keep your pipeline full to accommodate that. Accept the fact that you may not close at this initial meeting. Chances are, you won’t. It’s more important to establish a great connection and schedule the follow-up appointment before you leave, then to push and end up with no sale and a turned off prospect.