Preparation And Approach On Their Territory
What can I do to prepare?
Whether you're going to business clients or private clients, you still need to do your preparation. You've found out in both cases as much as you possibly can about that client. So, when you go, you're ready for them. And when I take things, I try to make sure that I have things for one client shall we say in one bag or briefcase, and things for another client in another bag or briefcase, so that you've just got what you want for that particular client. Make sure that you know their name and the names of anybody else who's going to be at that meeting and, if it's a business client, if you can pinpoint where they are in the hierarchy that's also extremely useful and then you make sure that you take everything with you.
What should I take with me?
If there are going to be more than one person at the meeting and you're going to be using hard copies, take as many copies as are necessary for everyone at the meeting. You really don't want people to be sharing or having to look over one piece of paper with several of you. You might want to take samples, examples, drawings perhaps, designs. And another good idea sometimes is to take photographs of things that you've done. I mean perhaps you're a landscape gardener or something and you can take photographs of gardens you've designed and which have now matured a little bit. And don't forget your marketing material. Your business cards, your leaflets, your flyers. Never travel without them.
What should I do on arrival?
The private clients, you ring the bell, knock on the knocker, and then step back just a pace or two so you don't look threatening when they answer the door. Then, for everybody when you first meet them you smile, shake hands, you introduce yourself. It's appropriate to give your business card around to people, to everybody who is there. Take their business card. If it is a business client, you try sort out who's who, and where they fit into the company. You might as well make a pleasant remark about their offices, or their house perhaps, but you have to be sincere about it.
