When it comes to building new client relationships, questions trump answers every time. This seems contrary to the old school idea that when we meet with a potential client, we should be ready to tell them about our firm, our projects, and our credentials. Instead, try shifts the focus from you, to them.
Question Skillfully | August 2013
When it comes to building new client relationships, questions trump answers every time.
This seems contrary to the old school idea that when we meet with a potential client, we should be ready to tell them about our firm, our projects, and our credentials.
This self-centric focus is the exact opposite perspective we should bring to a prospective client meeting. The reason questions are so important is that asking questions immediately shifts one’s consciousness to other.
Questioning Throughout a New Client Meeting
New client meetings follow an arc: opening, learning about the client, sharing about your firm (only if asked), and closing. Let’s take a look at each stage.
Talk About Your Architecture Practice Only If Asked
We think that by being given the opportunity to meet, we’re being given carte blanche to talk about our firm, our projects, and the impressive client list we’ve amassed over the years. Nothing could be farther from the truth.
Closing to Cultivate Relationships
Concluding the meeting skillfully is essential to determining the course of action. If the prospect has set an appointment time, it’s important to keep an eye on the time and conclude the meeting, or at a minimum note the time a few minutes before the meeting should end.