When should a prospective client of your business feel ready and prepared to sign up for your service or product? Contrary to popular belief, it may not be after the first meeting.

While you may wish it was a case of ‘one and done’, a prospective client may take multiple meetings before they are ready to sign. Whether these are done face-to-face, over the phone, via email or through Zoom, the client is looking for reassurance that your service is the one for them.

Here are some tips to assist with handling client interaction during this period of courtship.

Take Interest

Demonstrate a sincere and personal interest in the prospect. Ideally, you want the prospect to come to see you as a ‘partner’ in his or her business venture rather than as a customer. Try to get the prospect to feel a special connection with you.

Build Relationships

Learn something new about the prospect each time you meet him. A relationship builds up gradually, but it should never feel as if it is standing still. Bring something new to the table each time you meet the prospect. There will be a trust hurdle early in the relationship. Your ability and willingness to impart helpful advice and find a new angle each time will do more than anything else to keep you in their favour.

Improve The Relationship

As you move forward, make sure that the relationship is improving each time. If a relationship is not moving forwards, it is more likely that it is moving backwards. Any hard-earned ground you’ve made in the relationship can disappear with a slip in trust or standards.

Make A Decision

Get the prospect to make a decision – even if it is just a ‘decision to decide’. He needs to take an active part in building the relationship. This is their contribution to the process.

Follow Up

Make a bridge to the next contact with the prospective client/customer. Never leave a meeting without connecting to the next one. A failure to follow up is essentially a failure to secure the client.