Getting off the ground was hard. You had to build up the business from scratch and had to advertise all over. You have been waiting for potential clients to come in. Now, one is starting to look into your business. You need to put on a good show for them; otherwise they might opt for a company that has been in the market longer.
There are five ways that you can improve your chances of impressing your client follow:
1. Be organized. While a cluttered desk might show a cluttered mind, being able to clear up all of the junk to put on an organized face makes all the difference. Have everything in proper folders and bins or in proper documents in a computer. Nothing turns a client off so fast as asking them to wait and let you find something. However you organize best, organize.
2. Practice your speech to an audience. Start by talking to walls, as the echoes bounce off and you can hear yourself. Then start practicing to an audience, so they can give you proper feedback. Nothing compares to talking in front of another person, and it will be awkward. You will stumble, fail, and stutter in front of that audience, but better in front of them than in front of a client. Every public speaker, and a lot of lawyers, practices their speeches before they deliver them.
3. Research the client. Knowing your audience lets you better tailor to their needs. While creeping on their Facebook and bringing up information from it does not look good, but look into their work or their portfolio or what have you. Get some information so that you know what they are looking for.
4. Expect questions and prepare for them. Be as critical as you can over your own business, and ask other people to as well. When you come up with a question, formulate an answer to it. That way, instead of being thrown off guard, you look quite knowledgeable to the client. If they do manage to throw you off guard, do not devolve. Getting huffy or acting arrogant will only lose you the client faster. Take a few seconds, think of a response, and then answer. Hesitating to answer is not the worst thing you can do.
5. Trust your business. Being confident shows and pandering excessively to a client will make them wary of your business.