Tips for Meeting a Potential Client for the First Time

The first meeting you have with a potential client is important to the development of your relationship. There are a lot of times where this may be the final push to secure them as your client. If it doesn’t go well, all the hard work it took to get there may be lost. So, let’s talk about how to make a good impression on potential clients during your first meeting.

Prep Work (Get it Done)

It’s vital to make sure that you have everything prepped and ready for the meeting before your potential client walks through the door. If you are missing a form or a part of your info packet, it will not look very professional to be running back and forth to the printer.

It’s also going to be useful to have additional documents on hand in the event they ask questions about other types of coverages you offer in different areas. Hopefully, you know what your potential client is looking for and can identify other types of services that may be relevant to them that they don’t know about. Using that information, you can open up a few cross-selling opportunities without being overbearing.

Meet in a Conference Room

Plan ahead so that your meeting is not going to be happening in your office space. One of the last things you want during a meeting is to have your attention split between your client and an email alert or office phone call.

Stay on Track

No one wants to be in a meeting forever, and people truly appreciate it when you respect their time. Therefore, it’s a good idea to have some sort of agenda to help keep the meeting on task. It’s very easy to go off on long tangents about non- insurance  topics, and that’s not always a bad thing. Getting to know your clients through this sort of talking – just know when to reel it back in. An agenda can help ensure that you review all the relevant information and still have a little time for informal conversation.

The first meeting you have with a potential client is important to the development of your relationship. There are a lot of times where this may be the final push to secure them as your client. If it doesn’t go well, all the hard work it took to get there may be lost. So, let’s talk about how to make a good impression on potential clients during your first meeting.

Prep Work (Get it Done)

It’s vital to make sure that you have everything prepped and ready for the meeting before your potential client walks through the door. If you are missing a form or a part of your info packet, it will not look very professional to be running back and forth to the printer.

It’s also going to be useful to have additional documents on hand in the event they ask questions about other types of coverages you offer in different areas. Hopefully, you know what your potential client is looking for and can identify other types of services that may be relevant to them that they don’t know about. Using that information, you can open up a few cross-selling opportunities without being overbearing.

Meet in a Conference Room

Plan ahead so that your meeting is not going to be happening in your office space. One of the last things you want during a meeting is to have your attention split between your client and an email alert or office phone call.

Stay on Track

No one wants to be in a meeting forever, and people truly appreciate it when you respect their time. Therefore, it’s a good idea to have some sort of agenda to help keep the meeting on task. It’s very easy to go off on long tangents about non- insurance  topics, and that’s not always a bad thing. Getting to know your clients through this sort of talking – just know when to reel it back in. An agenda can help ensure that you review all the relevant information and still have a little time for informal conversation.

Tips for Meeting a Potential Client for the First Time was last modified: by

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