Meetings with subject matter experts (like you – and me) can be extremely boring.
As experts we tend to loose ourselves in the nitty gritty of our services. We completely forget about that potential client we’re trying to win over. And, instead of talking about their situation and the benefits we can offer them, we end up yapping about ourselves and the features of our services.
Clients. Don’t. Care.
So, for your next meeting with a (potential) client, make sure to focus on them and their situation. Also, BTI Consulting Group found a couple of things* you can bring to make your meeting extra memorable:
- Inspiration – Clients appreciate a fresh perspective. They like new ideas. Obviously, these concepts can only be found off the beaten track. An incentive for you to explore new things. And see if you can combine these and your existing knowledge into something new.
- Industry insights – Just like you, your clients spend quite a bit of time tracking the competition (in their industry). No wonder, they’re curious to hear if their competitors’ challenges are similar to theirs. Educate your client and tell them what the competition is doing. It’s much appreciated.
- Intellectual growth – Your clients are smart and they like to learn new things. Especially if it’s something that can help them improve what they’re doing. Why not teach them a thing or two. It may even get them closer to saying ‘Yes!’ to your proposal.
- Interactions – Let’s be honest. When talking to a client, you want something for yourself out of that meeting. But, just yapping away won’t get you there. Your meeting shouldn’t be a monologue. It should be a dialogue. Get the conversation started by asking simple questions like “What do you think about that?” Or, another powerful one: “Could you tell me more about that?”
- Ideas on their initiatives – Before entering the meeting, you should have a fair idea about your client’s current situation. How well aware they are about the problem (behind the problem) they’re facing. And the possible solutions. Provide them with some feedback on the steps they have taken. But, be careful not to criticize them too heavily. You don’t know all the ins and outs of their situation.
- Individual facts – Another way to show that you did your homework, is by mentioning something about the client that is not common knowledge. This one feels a bit artificial to me. Definitely not one I would spend much time on or exaggerate.
That’s it. These are the 6 I’s you can bring to your next client meeting.
Hope this helps!
* For their Leading Edge Law Firms report BTI Consulting Group interviewed 300+ legal decision makers.
Thank you for reading Nudge #021, sent to busy subject matter experts on April 16, 2024.
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