First impressions do count. No matter how competent a professional, you may not get the chance to show what you're made of unless you get through the critical first five minutes of contact with flying colours.
How well you do during the first five minutes is largely the product of planning. Since making the right impact matters, planning the initial contact is worth a little time and mental energy. It may sound corny, but if you're not already a superstar in first encounters, you should rehearse.
During the first critical five minutes, your job is to sell yourself by developing rapport and establishing your credibility. Your proposition - that the client should entrust you with their work - won't get much favourable attention until you've sold yourself. Where practical, show your genuine interest and service orientation by going to meet the prospective client on their business premises. You'll learn lots: the giraffe may look amusing in the zoo, but you understand why it is the way it is when you see it on the Masai Mara !
Look the part. Not only should you pay more attention to personal grooming, but you should look as though you'll be a good "fit". If your prospective client owns a circus, no one expects you to dress as a clown. But the impact will be more positive if you adapt to the circumstances. Become something of a chameleon: a formal blue pinstripe won't help you to look as though you're the right lawyer for the job when you visit the poultry farm !
Be on time. Lateness may be excusable, but it won’t make the right impression.
Get the body language right: if you're walking into a room, put your briefcase in your left hand, and have your right hand ready to initiate a warm, friendly, and confident (never bone-crushing) handshake. Make direct eye contact and give a friendly smile.
Don't sit on a low sofa in the reception area, spreading your belongings around and making yourself at home with a magazine. You'll look a disorganised mess as you simultaneously scramble to collect your things and leap to respond to a greeting.
Have business cards at the ready - slipped into a jacket pocket is ideal. It's not impressive to fumble through wallet, briefcase, or handbag in search of your card at introduction time.
Take a business card, if offered, and read the name - it will help you to imprint it. Use the names a couple of times and you’ll be bound to get it right thereafter. (If you're hopeless with names, work on it: buy one of the many excellent self-help books available.)
Do some background research before your meeting. Your credibility will skyrocket if you understand the prospective client's business and industry, and if you know about the issues competitive pressure, and statutory environment which they face.
The prospective client's business environment is your easiest opening to an initial discussion, and then best starting point to develop rapport. Plan your opening remarks ahead of the initial meeting: aim to create consensus.
Sound the part: use their industry terminology and avoid your own jargon.
Your prospective client will want to know about you, too. You'll have made a great start by showing your sincere interest in their business, but you still need to present your credentials confidently. Plan for this, too. (It may impress some clients that you won a university medal but most will be relieved to hear that this is not the most convincing way to establish your credentials with client generally.) Relevant personal experience - and that of your firm - solving similar problems or dealing with a client in their industry, is more inherently persuasive.
Be prepared with specific examples of cases you've handled.
Establishing credibility is a fundamental: these ideas for achieving it are simple and basic. Nevertheless, you'll put yourself streets ahead of the competition if you consistently get the fundamentals right.
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