Three Questions Your Clients Will Never Ask, But You Have to Answer

Dear Barb:

My owner has me schedule client visits and client lunches to obtain their temp assignments. I almost always leave their office or the restaurant with no orders and feel this is a waste of my time. Do you think face-to-face meetings are important, or do you feel telephone calls can provide you with more results?

Sophie F

Oakbrook IL

Dear Sophie:

You can cut your learning curve in half, by meeting someone in their office. Their surroundings give you a window into their past and current priorities. You must view these meetings as an opportunity to obtain information that will help you with subsequent contacts.

In any relationship people want to know three things:

Can I trust you?
Do you care about me?
Will you deliver on what you promise?

They will not ask you these questions, but these are the questions you need to answer during your meeting.

Ask questions that allow the prospect to talk about themselves and they will like you more. Never underestimate the importance of you being likeable. People do business with people they like so take your personality with you to these client meetings. One face-to-face contact is as valuable as multiple phone calls and emails. Be grateful that your owner has set money aside to pay for client or prospect lunches.

Barb Bruno, CPC, CTS