You’ve scheduled a Discovery meeting with a new potential client. Well done— congratulations. But now comes the real challenge: making a stellar first impression. With so much conflicting advice out there, it’s easy to get confused. Should you take charge or let the client lead? Be yourself or hold back? You might not be surprised to learn we have thoughts on this.

Do Your Homework

We tell you all the time, don’t do research before you make your calls. But, now that you have a meeting scheduled it’s time to dive into your research. You have to prove you’re the best person to handle their needs and to do it successfully, homework is key. Dig deep into the company’s structure, culture, and current industry trends. The more you know, the better you can position yourself as the ideal partner. Likewise, the more you know, the more likely you are to spot a potential bad client before you take them on.

Go deeper and research the individuals you’ll be meeting with. Find common ground—whether it’s professional achievements, mutual connections, or even shared hobbies. These personal touchpoints can make your meeting more engaging and memorable.

Understand the specific needs of the role or project they’re hiring for. Leverage AI and our GPTs to provide you industry trends and discovery questions specific to the role, department or industry.

Craft Your Stories

It’s not just about facts and figures; it’s about storytelling. People connect with stories, and your potential client is no different. Start with a hook, like, “Let me tell you about a time I turned around a struggling client relationship.” Or, “Let me tell you about a time I filled an impossible role.” Then, walk them through the challenges and how you overcame them. Keep it concise, impactful, and—most importantly—relevant to their needs. Don’t shy away from discussing challenges or mistakes; these moments can make you more relatable if you show how you grew from them.

One technique is to write down all the story “fragments” which could relate to the recruiting or your client and have them to bridge between the client’s problem and the solution. For example, rather than telling them you can help them, or how, you tell the story of someone else you helped.

Practice, Practice, Practice

Once you’ve crafted your stories, it’s time to rehearse. Just like an actor prepares for a role, you need to prepare your best self for the meeting. You’re auditioning for a new role—one where you’re the ideal partner for their needs.

Have a Conversation

Once you’re comfortable with your stories, shift your focus to having a genuine conversation. Be curious. Ask open-ended questions building on what the client has said. This not only shows you’re engaged but also helps the conversation flow naturally. Remember to listen attentively and be prepared to pivot as needed. If the discussion takes an unexpected turn, embrace it and build on it with the classic improv technique, “Yes, and…”

Handling Unexpected Challenges

Even with the best preparation, meetings don’t always go as planned. Here’s how to navigate some common pitfalls.

Gaps in Experience: If your experience doesn’t perfectly match the client’s needs, steer the conversation towards your potential and adaptability. Highlight how your skills can be transferred and how you’re a quick learner, ready to tackle new challenges.

Tough Questions: Be prepared for difficult questions about your background. If there’s a gap in your resume or a less-than-ideal situation, have a straightforward, concise response ready. If they press for more details, be prepared to dive deeper, always steering the conversation back to your strengths and potential.

Stumbles: If you notice the client losing interest or if you’ve stumbled over a response, don’t panic. Refocus on the present moment and continue with confidence. Acknowledge the situation with a quick, corrective statement like, “Is this the direction you were hoping for?” This can help realign the conversation and keep things on track.

Prepping for Zoom

In today’s world, many meetings happen virtually. If that’s the case, take these extra steps to prepare.

First, ensure your space is tidy and well-lit. A clean, organized environment not only looks professional but also helps you think more clearly. Your face should be well-lit and clearly visible on camera. Test your internet connection to avoid any technical hiccups.

Dress the part. Even though you’re meeting virtually, your attire matters. Opt for business casual in neutral tones unless you know the client’s environment is more formal. The goal is to appear professional yet approachable.

Finally, do a test run with your camera to check how you and your space look on screen. Make any necessary adjustments before the actual meeting.

Final Tips: Do’s and Don’ts

Let’s wrap up with some quick do’s and don’ts to ensure you stand out in your next client meeting.

Do:

•     Do your homework. Know the organization, the role, and the people you’re meeting.
•     Craft compelling stories. Align your experiences with the client’s needs and values.
•     Practice your delivery. Perfect your opening and your stories to make a great first impression.
•     Engage in conversation. Be curious, ask questions, and stay flexible.
•     Prepare your space for virtual meetings. Ensure a clean, well-lit environment and dress appropriately.

Don’t:

•     Don’t be afraid to show vulnerability. Sharing challenges and what you’ve learned from them can make you more relatable.
•     Don’t dwell on gaps in your resume. Focus on your potential and readiness to learn.
•     Don’t panic if the meeting isn’t going perfectly. Stay focused on the current conversation and adjust as needed.

With these strategies, you’re not just walking into a meeting—you’re stepping into your next big opportunity with confidence and clarity.