Anybody in a client services role knows that first impressions count. I like to think that that extends to ‘all impressions’ – why should the first meeting with a new client be any better or worse than the next?
At the tree, some members of the team have put their heads together and come up with these suggestions for what makes a great client meeting. Here are some nuggets of clienty wisdom to live by.
Sophie: Have a Response for Every Question
Generally speaking, when a client tests you with questions, they’re just trying to suss out whether you’re done your research, so if you can be eloquent with your responses, they’ll likely be satisfied.
No, we’re not asking for Jedi mind tricks, we’re just asking you to have thought through your argument so that when clients feedback on your ideas, you have thorough responses.
Tom: Take the Meeting to the Streets!
Show your clients somewhere new. Somewhere they’ll like. Take some time to really think about a venue that they’re going to enjoy. If they’re a steel producer producing steel for a train company, why not find a bar right next to King’s Cross? It’s a talking point and demonstrates attention to detail.
Yes, Starbucks might be conveniently equidistant to you and your clients’ offices, and yes, they might do free refills on filter coffee at certain times of the year, but this isn’t the time to scrimp and scrape. Oh no.
Ed: Take the Meeting to the Client
Feel at home in the creative bubbles of Soho or Shoreditch? Sorry, your clients will be more impressed if you escape your comfort zone and venture into their world. That’s particularly true if the client operates in a different city – or even country to you!
Meet on your client’s terms and you’ll demonstrate that you’re willing to go the extra mile for them.
Sam: Come Prepared
Ah, the dreaded PowerPoint presentation that won’t load, or the memory stick that’s magically disappeared. If there’s one simple truth about meetings, it’s that you have to come prepared. No ifs. No buts. Ensure you’re digitally backed-up by sending you and your team a copy of whatever you’re presenting to your email. Then, print a physical copy and save a copy to a memory stick. In these matters, you simply can’t go too far.
Dan: Know Their Business Better than They Do
Here’s the big one – this is really important! If you’re going into a pitch or you’re trying to upsell, showing that you understand a client’s business fully – in fact, better than they do – is essential to improving your chances of success.
Go into a client pitch with a deep understanding of their business’s history, strategy and philosophy, alongside those of their competitors, and you might just get lucky. It’s all about showing people that you actually care about who they are and what they’re doing.
We’ve got plenty more of where that came from. In fact, we can show you what we mean in person! Fancy a coffee? Give us a bell on the number below. We’ll come to you, of course!
0203 222 0077