Perhaps you are a small business owner who is looking to attract a larger and, therefore, more lucrative client base. Maybe your company has been ‘ticking over’ nicely for a couple of years, but you have lately felt the need to re-vamp your core model and need advice to help win the business of new clients.
The art of schmoozing VIP clients is a complex skill only honed and improved by experience, and in an effort to help you get started, you should continue reading.
Spend Time Learning About Them
Regardless of the core purpose of your appointment, the more you know about the client’s background, the history of their business, and their own motivations, the better.
The last thing you want is for the conversation to be stifled and feel awkward and unnatural, so right from the beginning, outwardly show your knowledge of their company and find elements in common with themselves and you.
The goal in the initial ten minutes is to establish a relaxed and free-flowing dialogue, so make sure you actively listen and respond far more than you talk.
When researching, without turning into a potential competitor, make the most of professional social networking websites such as LinkedIn to learn not only about the clients themselves but also more about the B2B connections they currently have.
Always Give the Option of Food!
Gone are the days when a big client meeting was always in a fancy restaurant with expensive drinks (and you obviously footing the bill), and now, much more informal meetings are commonplace, even for potentially game-changer clients.
Should you be looking for ideas and inspiration for entertaining and impressing your clients at the office or within a conference setting, be sure to contact catering for small party experts, who will be happy to help you with any queries.
The ‘Follow Up’ is Everything
After a successful networking event or exciting corporate lunch, you will naturally be hoping to gain the business of the clients you have schmoozed, so following up on your conversations is crucial.
As the modern world is firmly ensconced in the digital age, a refreshing way to keep in touch with VIPs is to send a handwritten letter rather than emails or online video check-ins. The trick here is to create a positive association with your brand, so a hamper containing merchandise with your company logo and other corporate gifts will also help cement your new working relationship.
Consider What You Wear!
First impressions matter, especially in a business context, so what you wear to your meeting really does count.
Now, the nature of your business and, indeed, the location of the appointment should both influence how you decide to dress. Ideally, you want to strike a balance between formal and casual without trying too hard.
If you are in any doubt whatsoever as to the level of formality your potential client will be expecting, it is always best to err on the side of caution and wear office-appropriate clothes.
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