A good diagnosis is the result of asking the right questions. When you meet with prospective clients, you need to monopolize the listening, not the talking. Professionals and consultants must ask pain probe questions to uncover problems and budget. Not only is it polite to talk about money at this point, it is essential.
By all means you should set the ground rules for the meeting, and the ground rules are mutually agreed upon by both the prospect client and the professional or consultant. In its most basic form, it’s critical to determine the following before the meeting gets too far along:·
- The time allotted for the meeting·
- What each party’s expectations for a successful meeting would be·
- What will happen at the end of the meeting if there is or is not a fit
Meeting agreements are an effective tactic for giving the professional or consultant control of the selling process, while permitting the prospective client to control the content. They help lower the prospect’s fear of being sold something they don’t want and are an excellent tool for building trust and rapport.
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