If you are involved in new home sales, leasing, or homebuilding, then you know just how important one-on-one meetings with clients are. If you nail this prime opportunity to connect with a client, you will be well on your way to making a sale or winning a contract.
While every one-on-one is unique, there are a few common strategies you can apply to any meeting with a prospective client, business partner, or investor. These simple yet effective people management tactics can help you make the most out of your next meeting.
Come Prepared
The first tip on our list applies to human resources, staffing, recruiting, or virtually any other professional endeavor that involves meeting with a prospective client or employee.
Before you set foot in a meeting room or join a video call with a client, you had better do your homework. The person who is considering doing business with your organization will undoubtedly have questions. You need to be able to answer them confidently and clearly.
Depending on the nature of the meeting, your prep work might also include gathering or composing documents, such as a price sheet, purchasing agreement, or leasing contract. If your client is expecting to see such documents, make sure that you have them on hand. Also, have digital copies available so you can easily email or drop box them to your client.
Be Attentive and Present
If your one-on-one is occurring in person, you will likely be meeting in a private, quiet space like a conference room or office. These types of settings make it easier for you to be attentive and present.
However, if you are meeting remotely, you may need to take a few extra steps to stay focused. For instance, if you are video chatting with a client from your home office, ensure that the TV is off, your pets are let outside or put in another room, and your backdrop is free from distractions. This will demonstrate that you are dialed in and totally focused on the person you are meeting with.
Ask Timely, Relevant Questions
Asking questions is a great way to keep the conversation flowing and demonstrate that you are engaged. However, it is important that you ask only questions that are relevant, timely, and useful. Otherwise, your client may feel like you are wasting their time.
As part of your meeting prep work, consider making a short list of questions. If these questions are not addressed naturally in the conversation, bring them up at some point in your meeting. Also, make sure to let the person you are meeting with know that you are taking notes so they don’t think you are distracted.
Keep the Conversation Focused on the Client
Finally, keep the conversation centered around the client and their needs. While any one-on-one meeting should involve plenty of input from both parties, make sure that the person you are speaking with knows you are focused on them. This will set the stage for a successful and productive one-on-one meeting.
That rounds out our list of one-on-one meeting tips. Next time you put a meeting on the books, reflect on these effective tactics so you can get the most out of every sit-down with a client.