I have read a nice article that define meeting with customers as a blind date, the translation is tend to be as much close to the original.
All credit are to Yaniv Zaid (linkedin page: http://il.linkedin.com/in/yanivzaid), owner and CEO of “The art of persuasion”. Original article can be found at themarker: http://cafe.themarker.com/view.php?t=1382261 .
First meeting with a customer that you have never met is very similar to a blind-date – you don’t know the person and he doesn’t know you (even if you had the chance to talk over the phone or via email this doesn’t consider as knowing), there is a small amount of time to make first impression and you have to market yourself and be at your best. In both cases the meeting is essential (and can be critics) for your personal or professional future. In spite of that, most of the businessmen/women are ready for a “date” but less ready for a “business date”, even tough that same rules applies for both when it comes for maximal self-marketing (and maximal marketing of the service and/or the product you offer in case of “business date”).
What are the most important rules to transfer “business date” with a customer to more successful same as regular “date”?
Firstly, prepare yourself good, the key for success is getting ready. The same way you get ready for a regular “date” you have to do when it comes to a “business date”, as you need to think about the subject that will be raised up and prepare to deal with them. For example, if (the “business date”) requires you have technical knowledge in specific areas study them inside-out. Ask yourself what is the “added value”, skills , needs that the person you are going to meet excepts from you, what is the result that you wish to accomplish and what’s the “bottom line” that you want to transfer to the other side. it’s also recommended to think about questions you might be answered and what’s the proper answer for them.
Secondly, expose “weak points”. Nobody is perfect and everyone have weak points. It’s not recommended to widely discuss with the other part about your weak points at the first meeting, but if there are existing visible “weak points” or apparent disadvantage you’ll have to discuss about it as needed (only if you’ll be required to do so by the other part). It’s important to recognize your “weak points” and to find a way to let your customer know about them, so your customer will understand that you can overcome them and on the other hand to show them as part of your advantages.
Thirdly, keeping proper “dress code” at “business dates”. The way we dress influence the image that we transfer outside, and it doesn’t matter what date we are attending – business or regular. Our clothes might transfer the image but it’s also setting our image in the customer eyes, and that is even before we open out mouth to speak. I’m not going to tell you what to wear as each individual has his own fashion taste, but it’s recommended to wear a dress code as it is known in the forum you are going to meet. In anyway keep your clothes clean and tidy.
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