Think of New Client Meetings Like a First Date

I recently had a meeting with a potential new client who operates a high-end dating service similar to Bravo TV’s The Millionaire Matchmaker .  It was one of those meetings where everything clicked.  I was just as fascinated to learn about her business as she was to learn about SEO and Internet marketing strategies.  The conversation flowed—it was more of a dance, really.  And then she stopped me in my tracks by saying, “Oh my gosh, this is just like a great first date!” I was a bit taken back at first.  I’ve been out of the dating pool for a while, so I thought I’d better ask the professional matchmaker what she meant.  As it turns out, it was a compliment (not a line that I had crossed).  She summed up her feelings about our meeting in two words: Excitement and trust. Now think back to some first dates you’ve had.  I’ll bet that most started with a good deal of excitement, but a first date can’t be great until trust is established.  Without trust there’s no cutting loose, no real connection, and no potential of a future relationship. So what’s this got to do with new client meetings? A first meeting with a potential client is no different than a first date. Well, of course there are differences (thankfully), but the same rules apply.  In fact, my own “first meeting mantra” has been a big factor in the growth and success of my consulting business.  A lot of people go for the whole enchilada in the first meeting—the business equivalent of taking a girl to dinner on the first date with the hopes that she goes home with you that night.  Sure, it happens sometimes, but expecting to close the deal in your first meeting is an unrealistic goal that will set you up for failure.  I like to think of the first client meeting as a two-step conversion process: the first goal is to establish trust and then get them excited about working with you. Five Ways to Establish