If you’re looking to gain new clients, one of the things you’re going to want to focus on is making a big impression. Making an impression on potential clients is crucial if you want to stick in their minds and encourage them to work with you - even if they decide to work with you at a later date. A potential client may decide not to work with you immediately, but if you make an impression they certainly won’t forget you. They may even recommend your services to somebody else. Let’s take a look at 11 ways to make a big impression on potential clients:
- Do Your Research On The Client
Start by making sure you’ve done your research on the client. If it’s a company or a business, go through their website and any other materials they may have that could give you a clue as to who they are, what they need, and what you can do for them. If you speak to them, ask plenty of questions, and pay close attention. Listening is an underrated communication skill, and you can also read between the lines to figure out what it is they need. Listen more than you speak. Remember names and details to impress them later on, too. Note things down so you can ask them about them later on, even if it’s a personal detail. For example, if they mention their son’s birthday, ask how it went in your next conversation. This is friendly but not too full on and will show them that you listen, while helping to build a connection with them.
- Give Them Your Full Attention
Giving a potential client your full attention is crucial. This means no phones! Take your phone off the table, put it in your bag or pocket, and keep it on silent. You have plenty of time for catching up with your notifications later on. Answering the phone or texts while you’re meeting with them will make them feel unimportant. Undivided attention is key and will make them feel listened to and like they matter.
- Present Yourself Properly
The way you dress is important, too. Of course, this can depend on your industry. Somebody in the fashion industry can afford to dress perhaps in a more casual, or even more quirky way than somebody in a more corporate setting. On top of what you wear, make sure your hygiene is on point. You should look clean and tidy, and you should smell good. Your breath especially! Pay attention to your body language; this can give a big clue as to the type of person you are and whether what you’re saying is true. Try to keep your body language open, unfolding your arms, and making eye contact. Smiling can go a long way too. Finally, consider your transport. This is perhaps less important than how you dress and your body language, but private number plates and a nice, clean car will help you to look more successful. We make an impression in less than a second, so make sure you’re prepared as soon as you meet up with this potential client.
- Be On Time
Being punctual is key - if you're late, the potential client could come to the conclusion that you simply do not respect their time. Arriving early is a good idea, but don’t arrive too early or you could still give the wrong impression. If you’re meeting a potential client at their workplace, for instance, arriving too early could make them feel rushed or annoyed if they are not prepared yet.
- Build Confidence
Building your own confidence will help with your presentation and body language. This is something you can do in your own time, but until then, fake it until you make it. You don’t want to come across as inauthentic, so focus on authenticity and having total confidence in what you’re saying.
- Bring Notes and Take Notes
Bringing notes with you shows you’re prepared. Taking notes shows that you’re interested and that you want to work with this client. It can also help you to approach them later on with ideas, solutions, and so on.
- Look At Their Online Content
See if this potential client has any content online that could inform you as to what they are looking for. If nothing else, it could give you some interesting talking points for your meetings with them.
- Figure out How You Can Bring Value To Them
Whoever you want to work with, you need to ensure you can provide value. How can you help them, specifically? Explaining what you do is fine, but explaining how what you do can help them is even better. How will they benefit from working with you?
- Tell A Story
Telling a story can help potential clients to resonate with a brand far better. Let them know what your ‘why’ is. This can also help you to become a more attractive business overall, with a stronger brand.
- Find Some Common Ground
Finding common ground with a client can strengthen your relationship. Client relationships are one of the most important things you can look at in 2021, as most businesses are intensely client-focused.
- Don’t Forget To Follow Up With Them
Once you’ve had your meeting with a potential client, the work isn't over. Let them know that you haven’t forgotten about them by following up with them. Ask them if they have any thoughts, and make sure you mention any solutions or packages you offer that you believe could help them. Following up can be just as important as nailing the initial meeting. Just make sure you wait the ideal length of time before doing so - this can vary depending on your business. Some experts say that 2-3 days is the ideal follow up time, while others believe you should send a follow up message within an hour of outbound communication.
How are you planning on making an impression on your potential clients? Leave a comment below and let us know!