I’ve been coaching more than usual on how to run a great first meeting with a new client and wanted to share tips on achieving three key goals more easily.
- Have a strong goals-based initial discussion that provides clear scope,
- Remove fee sensitivity as an issue,
- Get a commitment on the day.’
Find the “Gap” to Improve Client Engagement
Most people have only a vague idea of what they want to achieve, and even fewer are actually doing what they need to do to reach their goals.
When you focus your initial meeting on the gap between their aspirations and actual actions, client engagement increases, and conversion becomes much easier.
Avoid Being a Comforter
One common mistake that reduces client engagement is trying to make clients feel better about their inaction or lack of planning.
Comfort can be the enemy of action. Pointing out the gap between intention and action creates the necessary tension for clients to commit to change.
Go Deeper and Find the Payoff
Simply asking clients what their goals are isn’t enough to boost client engagement.
Encourage them to imagine what life will be like once those goals are achieved. This step helps make the future feel real and builds emotional investment.
Know Your Value Proposition Clearly
To get strong client engagement, you must be able to clearly explain your value proposition. Be ready to answer six key questions: the problems you solve, the solutions you offer, your target clients, your process, how you work, and how you charge.
Without this clarity, closing the meeting to get a yes one day ise challenging
Understand How Price Is Really Perceived
Price sensitivity can harm client engagement if misunderstood.
Learning the psychology behind pricing and client perception of cost can transform your approach. William Poundstone’s The Myth of Fair Value is an excellent resource for understanding this complex topic.
Assume “No” and Focus on Helping
In advice sales, applying pressure to close can actually reduce client engagement. Instead of pushing for a yes, focus on helping clients understand their needs and solve problems with genuine intention. When your intention is clear and client-focused, engagement naturally improves.
