You’re meeting a new client. You smile, shake hands, and do your best to make them feel welcome. You know they’re nervous, uncomfortable about the money they have to pay, and unsure if they can trust you. You want to make their first impression of you a good one.
Because it is.
But there’s something more important, in my humble but accurate opinion. Their last impression.
After the meeting, when you stand up and walk them to the door, those final 30 seconds or so create the impression they take away with them.
Make it a good one.
Sum up what you’re going to do. Assure them that things will be okay. Shake hands again. Look them in the eyes again. Let them hear the sincerity in your voice.
If possible and appropriate, lighten their burden by saying something whimsical or pithy. If you don’t have anything in your repertoire, don’t try to come up with something on the spot.
Tell them again how and when to contact you, and when you will contact them next.
This is not the time to thank them for hiring you. This is the time to make them feel glad that they did.
How to make clients trust you
