What’s Your Approach to Sales Meetings?

I had an in-person meeting with a prospective new client yesterday in New York City.

These are few and far between for me, since I work from my home office and serve clients and customers all over the world.  Almost all meetings are held over the phone, skype, and email.  But every so often, I’ll hop on a train to NYC for a client meeting.

Almost all meetings that I do have would be considered sales meetings — an initial meeting prior to giving a proposal.  Basically everything after this can be handled remotely, from signing contracts, to discussing progress, and site launch.  So here is my approach to the rare sales meeting:

During The Meeting

Basically, my approach to meetings is to keep it simple.  I don’t bring a notebook.  I don’t even take a computer or iPad — even though, what we’re talking about is web design.  I usually don’t hand out business cards.  To me, all of these things are distractions from what the goal of this meeting really is — to meet and get to know eachother.

I don’t take notes during meetings because they do more harm than good.  If I’m writing, I’m not listening.  The whole point of meeting with a client (or talking on the phone for that matter) is to listen as attentively as you possibly can.  If you’re distracted because you’re catching up on your notes, you won’t absorb everything they’re saying, which means your response won’t speak to their needs.  Your prospective client will sense this immediately.  On the other hand, if you speak to their direct needs, indicating you’re listening, you’ve basically won this meeting.  Now it’s your deal to lose.

As for bringing computers, printouts, or other presentational props — I don’t see the need.  They can check out your web design work on their own time, when they’re at their computer.  I try and articulate big-picture goals and ideas in a way they can understand conversationally, rather than muddle through a shared computer browsing experience.  Again, the whole point of the meeting is to show off your ability to communicate technical concepts in a clear and concise way.

After The Meeting

Immediately after the meeting — like during my train ride home — I try and jot down whatever important info that I know I’ll need later.  Since I was listening attentively, it should all be fresh in my head.  But I’m not sure it will be later this week when I’m writing the proposal, so I’ll just note some things down right now.

Then I’ll follow up with an email that sums up what we had spoke about and what the next steps are.  I’m going above and beyond to make sure I’m meeting expectations and not leaving them confused about anything.

What About You?

How do you handle sales meetings with prospective clients?