How to Start a First Conversation

[scott]

A first meeting with a prospect is incredibly important. You set the tone and the expectations for the rest of the relationship.

Will you be seen as a vendor or as a peer?

My own mentor, Alan Weiss, shared an opening statement that I thought could work very well in situations where your prospect is trying to gauge who you are and how you work.

After the initial "pleasantries" and its clear its time to get down to business, say, "I'm sure we both have questions for each other. Do you want to start?"

Immediately you are setting yourself at the same level as your prospect. You are equals and peers. You are controlling the conversation but graciously allowing him to take over.

Much better than what one of my mentor clients told me she uses, "So, let me tell you about my agency."