How To Approach Selling To A Business Client

How should I approach selling to a business client?

If we think about your meeting for the first time with a business client, then probably they'll have a reception area for somebody to greet you. Make sure that you've got your business card with you so that you can give it to the receptionist, and do be sure that you know the name of the person that you're going to see. Do check that your car is parked in the right place, if you've found any difficulty with that. If you've got a waiting reception, have a look at their literature. Also watch how the receptionist greets other visitors because that can be very, very telling sometimes. Have a look around you. You may have looked at the outside of their premises, but now have a look at the inside. What's it like? Is it scruffy? Is it smart? Has it got market? You've got to make allowances if it's a factory or a warehouse or perhaps a workshop; I mean, they're not going to be pristine and have nothing on the floor. But what you're aiming to do is match your approach to their particular environment. Because what you're doing from the start is building up relations - with anybody in the team, anybody in the company whom you are going to meet.