Showtime!
Meeting with a new client for the first time after executing your contract with them is an opportunity. It is your team’s chance to show what value they bring without the anxiety of trying to win the deal. Make that opportunity count.
The location of your first post contract meeting can play a big part in setting the stage for success. Where is the best place to meet? Choices are their office, yours, or a separate location - perhaps the job site if it is appropriate. Let’s consider each alternative.
Bringing your new client to your office allows you to fully control the meeting. You can have food brought in, coffee, flavored teas, vitamin waters, etc. This shows you care about the client being comfortable, well fed, and hydrated, all positive elements of a first meeting. Ideally, you will want to do some beforehand vetting - do they have any allergies, do they prefer water, power drinks, or perhaps a glass of wine if meeting after the work day. These answers can be secured easily with some general position questioning.
Having the meeting at your office also gives you the chance to showcase your office, if that is something you feel the client will find as confirmation they chose well. A recommendation, if your office requires paid parking, make sure to offer reimbursement for said parking. That small gesture will go a long way.
While meeting at your office offers distinct advantages, the client may not wish to leave their business. They may even expect all meetings to occur at their place. It is most convenient for them and allows them to control the environment and timing, if they are short on that resource. When venturing to the clients, come prepared.
Here is a helpful list of must haves when you visit your client. First, your computer complete with its own WiFi Hotspot. Do not rely on connecting to the building WiFi. There are too many things that can go wrong with that scenario and a client may feel it is ‘cheap’ of you to rely on their network.
Second, bring leave behinds. These can be in the form of food and/or promotional items. Colorful pens, writing pads, key chains, or perhaps something like dog biscuits or cat kicksticks if you know they have pets in their lives. You can also bring golf related items but as time marches on, golf is becoming a dated form of business exchange, particularly with Millennials. You should know your client well enough to choose wisely on leave behinds. But, make no mistake, they are important and showing up with nothing but yourself and your eventual invoice says a lot, and it is mostly negative.
And, lastly, a third location can include a restaurant, a club, or, if applicable, the job site. Here, both parties are on equal standing, no one truly has an advantage. However, leave behinds as mentioned above can be brought in branded bags for the client to take back to their office.
Make sure to have your camera phone working as you likely will need to take photos and notes if visiting a job site. And, scope out the location prior to the meeting so you are dressed appropriately, no high heels or open sandals for a muddy or stone site. And no jeans or denim if meeting at a business club.
Whatever your location, remember you won the deal. Often, that alone, is a reason for celebration. Honor your achievement and welcome the client as most befitting their personality and the project. Know your client and know what works best to take center stage with them. It is often the smallest gesture that keeps them coming back after your work is done.
Making that first post contract impression is a pivotal moment for you, your team, and your brand. See that it counts. And, be like Jäger, the Briard featured today, and make sure you look your best and are as ready as you can be for Showtime!
Be well.
