We all know that first impressions matter a whole lot.
How well do you handle first encounters with new clients ?
Try this quick quiz. Answer "yes" or "no" - not "maybe".
- I am on time, focused, and feel "in control"
- I have scheduled sufficient time - unpressured, unhurried, no "time squeeze"
- The venue is organised, orderly, and truly ready
- Research is done: environmental scan, website, annual report, promotions, publications, ads, asking around ...
- I have thought through this prospective client's likely legal needs
- I have worked out the direct value and benefit which I and my team can bring
- Collateral is on hand: business card, newsletter, brochure, article, hand-outs ...
- I give my undivided attention, look genuinely interested, and quickly develop rapport.
If you can consistently answer "yes" to at least seven of these items, you're off to a great start. If your score is less than seven use this quiz as a checklist for improvement.
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