9 business tricks that will help you in a meeting with a client

Preparation before the meeting is important

The first step to a successful business meeting is thorough preparation. Find out all the information about the client, get an overview of their business, and understand how your product could help them. We’ve written in detail about preparation in a separate article.

But now, let’s look at the business tricks you can use during the meeting to succeed.

1. Focus on benefits, not features

The client isn’t interested in an exhaustive description of the product or service. Don’t push products onto the customer; listen to them and explain the benefits they will gain from purchasing the product and how it will help solve their specific problems.

2. Don't talk about the competition

How do you feel when someone brags about being better than others? Now imagine that during a business meeting, you constantly repeat that your services are cheaper, more reliable, or simply better than those of the competition. This won't win over the customer, and they’ll likely start wondering if the competition might be better, especially since you’re so focused on comparing yourself to them.

3. You set the price of your products

If the client finds the price of your products too high, don't immediately talk about offering a discount. You won’t persuade them to buy; instead, you’ll appear unprofessional and undermine your own value. Try to justify the price so that the customer understands the benefits the investment will bring.

Check out also the article with tips on how to create a great business offer.

4. Be honest and transparent

If your solution isn’t suitable for the client in certain situations or if there are hidden fees, communicate this openly. It’s better to lay all the cards on the table and not close the deal than to disappoint the potential client and ruin your reputation in the future.

5. Take the client seriously

Throughout the meeting, make sure the client knows that their opinion is important to you. Never belittle their questions or concerns, even if they are amusing or irrelevant. Be professional, calm, and explain everything patiently. The client will see that they can rely on you.

6. Offer something for free

Every client appreciates it when they leave a business meeting with something useful. Something that will immediately improve their business. For example, offer a short free consultation during the meeting. Or give the client your own templates or other practical tools they can use. If you offer a recruitment system for HR professionals, give the client a template for creating an HR strategy. Of course, always include your logo and contact information so that the client remembers you while using the tool.

7. Know your limits

Even with thorough preparation, a client might surprise you with an unexpected question. Answer directly and without hesitation so the customer sees you know what you're talking about. If you’re unsure or don’t know the answer, admit it. Similarly, don’t be afraid to say that some of the client’s requests can’t be fulfilled. You won’t lose their trust, and they’ll appreciate your honesty.

8. Watch your demeanor

Arrive at the meeting with a greeting and introduce yourself, start with small talk, and then move on to the actual negotiation. Speak politely, at a moderate volume, and not too quickly. Be mindful of body language and avoid crossing your arms in disagreement or nervously crumpling paper in your hands. Maintain eye contact with the client. These may seem like small things to you, but each one adds positive points in the client's eyes.

9. Take notes

Some salespeople think that taking notes during a meeting seems unprofessional. But it’s actually the opposite. By taking notes, the client will feel that you are genuinely interested in their problem. And they’ll be confident that you won’t forget everything they told you after paying for the coffee.

We recommend asking the client at the beginning if they mind you taking notes. Feel free to jot them directly into your CRM. Just make sure you continue to pay attention to the client while writing. This kind of multitasking takes a little practice.

Also, read about the qualities every good salesperson should have.

End the meeting by agreeing on the next steps

Before leaving the meeting, make sure your client knows what will happen next. Who has which tasks, how the deal will proceed, and what they will get for their money.

Save your notes in the CRM right after the meeting. This way, you can quickly find them on the client’s profile and generally keep your information organized. You’ll have all contacts, communication with clients, and other important documents in one place. Try the CRM for 30 days for free and test it in practice.