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Ackert Blog

How to Get a Meeting with Your Next Client

Before your next client hires you, they will likely call for a meeting so they can describe their problem, consider your solution, and get comfortable with the idea of formalizing an engagement. Wouldn’t it be great if you could get more of those meetings on your calendar?
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But "getting" such a meeting is a one-sided concept. Good luck cold-calling a prospective client with such a strategy. There isn't anything in it for them, so they are likely to ignore the request.
 

Instead, propose a meeting to discuss the value you can provide. In other words, focus on "what's in it for them." In order for this to work, your first step should always be to research. If they're a large organization, investigate their market conditions and link your value to their services, products, politics, and objectives. If they are an individual, invest some time in understanding their day-to-day challenges so you can tie your offering to something personally relevant. Once you understand the unique circumstances around their issues, your offer to meet with them to solve their problem will seem like their good fortune. This shifts the focus from your agenda to theirs—and given that they are the decision-maker in this equation, their agenda should be the only one driving the meeting.

Authored by David Ackert

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Watch the video below to learn the 5 steps that turn a prospect into a client.