Let the client speak first.

I’ve observed that when meeting with a potential client for the first time, some consultants will kick off the conversation by giving an extended introduction to their firm, their service lines, their case studies, their team. They might even march through a set of slides.

But this is boring.

Client’s don’t care about your case studies.

What do clients care about?

Their problems.

So I suggest letting the clients speak first.

Now, the client may well ask about your firm.

But instead of launching into your detailed overview, you can gently flip it with some version of:

We’re of course happy to talk about our services.​

So that we can focus on our experience that is most relevant to your situation, could you provide some additional context on the potential need you briefly described in your email?

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Yes they are real shirts! If you see me walking around I’ll probably be wearing one of them.

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