How can you establish a positive tone during initial client contact?

During the first contact, it's essential to not only share your expertise and services but also to genuinely listen to the client's needs, concerns, and expectations. Active listening involves more than just hearing the words spoken; it requires understanding the client's perspective, acknowledging their needs, and responding thoughtfully. For instance, when a client is explaining their project, pay close attention to their tone, choice of words, and non-verbal cues. This can give you insights into what they value most, whether it's creativity, efficiency, or reliability. Responding with empathetic statements like, "I understand how important this project is to you," can go a long way in establishing trust and a positive tone.

Something I always tell my team is that before we contact, we should do some research about the client and the company, try to get some business insight from their website, Linkedin profile, understand who the people you're speaking too, what's their background, job title/role - etc . Nothing is more annoying that when we're halfway in the conversation and suddenly the person say "sorry, but what do you do exactly here?" ??

When you first talk to a client, it's important to make them feel good. To achieve this, begin by addressing clients with warmth and professionalism. A friendly greeting, whether in person, on a call, or in an email, lays the groundwork for a positive interaction. Listen carefully to what the client says. Pay attention to their needs and worries. This shows you care and want to help. Speak clearly and simply. Make sure the client understands you and feels like you get what they need. This builds trust and shows you can handle their work well. Always stay positive, even when things are tough. A cheerful attitude makes clients feel better and helps you work together well. Remember, a good start can lead to great work together!

In my experience, I have discovered that intention is imputative in an initial conversation. If your intention is to sell your services and products, the conversation will be about what is best for you and create a wall from the other person. If you are focused on discovering and understanding the needs of the other person, they will see you are concerned about them. This will lower walls and allow you to make it about them. Intention will make you an adversary or an ally.

Beside respect, being humble and curious at the same time is very important. Always listen and learn from your clients on what their pain points are and how your service or product adds value for them. Never push if your service or product will not add tangible or intangible outcome to your client, directly or indirectly. Rather bring down your competitors, try to explain how you are differentiated in the market comparing to others. Be honest and transparent on what you won't be able to offer.

Communicate clearly and transparently about your services, processes, and expectations to build trust. Project confidence in your abilities and commitment to meeting the client's requirements.

Most consultants are friendly and engaging. They are "people" people. Be authentic. Be respectful. Be clear in you intentions. Help them understand the problem that you solve. Make them want to build a relationship with you, as you will be partnering on a project that is tied to their livelihood. Develop a great rapport.

En muchas ocasiones las metodologías deben mantener un componente de flexibilidad, sobretodo porque hay que tener en cuenta que cada sector económico es diferente y no pensar que ya se tiene una receta única, sino, que pueda ser adaptable para aportar las soluciones que espera el cliente.

When I do my first meeting with a potential client, normally I use that opportunity to do the following things: - Quick introduction about myself, my background, my past relevant experience, and my portfolio of client without giving details about the client identity. - Initiate engaging conversation with client with objective to gradually deep dive about the client and their pain point that need to be addressed. - Gain understanding as much as possible about the client expectation on our service so later, we can follow up with a compelling proposal. In such meeting I will use a professional but friendly warm tone along with attitude full of respect against our counterpart.

Warm Greeting: Begin with a friendly and welcoming greeting to create an immediate positive impression. Active Listening: Demonstrate genuine interest by actively listening to the client's needs, concerns, and expectations. Positive Language: Use positive and affirmative language to convey enthusiasm and a can-do attitude. Clarity and Transparency: Communicate clearly and transparently about your services, processes, and expectations to build trust. Express Confidence: Project confidence in your abilities and commitment to meeting the client's requirements. Timely and Responsive: Be prompt and responsive to client inquiries, showcasing reliability and a commitment to their satisfaction.