Formula For Good Conversation: Turning Contacts Into Clients

digital business cardsWe all know about the large amount of anxiety and apprehension that can emerge when it comes to first impressions. Whether they be personal or business, these first moments weigh heavy on us and can either be a source of regret or optimism after the occurrence.


For instance, if a meet and greet with a potential client goes well, smiles and pleasant gestures are exchanged, we will then simply hope for the best and put our previous worries aside. But if awkward moments dominant the engagement, and an air of mistrust and uncertainty takes root, then in most cases we will just kiss that client goodbye and lament over the missed opportunity.

So what can you do to ensure a good encounter?


Its easy to tell when you’ve had one, you get a good feeling right away. But what exactly transpired to make that come about?


The key elements of any business encounter:

1. How you carry yourself (appearance, demeanor, mannerism)

2. Your level of enthusiasm

3. Your attentiveness

4. Your professionalism and preparedness

5. How confident you are about your business, product or service


A winning recipe

Though a good conversation is nice-and will definitely better your chances of winning over a particular client-it takes more than just that to turn a casual contact into a long term client.


The following are a breakdown of the key ingredients to a successful business encounter:


#1 Appropriate appearance and demeanor

digital business cards

It goes without saying that people will form tons of opinions about you or your business before they ever hear you speak. This is because for most people, your clothing, grooming, scent, mannerism, and body language speak volumes about you-it’s enough to determine whether or not you are a good person to do business with from the start.


#2 The language of emotion

If you’re not excited about your product, why should they be? Without appearing overzealous, its important to show a bit of enthusiasm when relaying the importance of your goods or services. You want to stress relevance and importance and let the client know that you’re excited to have them benefit from what you have to offer.


 #3 Sincerity in listening

Often times we don’t really listen to what is being said. Instead we just use that time to prepare a response. Attempt to genuinely pay attention to a client’s interests by listening rather than simply waiting to speak. Attending to a clients fears and concerns about your business is undoubtedly one of the best forms of customer service you can provide.


#4 Planning and preparation

Along with being prepared physically, you also must come equipped with the materials to suit each business occasion. A conference or larger gathering demands brochures, templates, and serious material, while a casual encounter at the very least, should involve a business card exchange or hand out.


#5 Pristine confidence and fortitude

Lastly, confidence is truly contagious. Just as clients will feed off of your enthusiasm they will also make an important decision to support you or not based on your ability to deliver confidence (in your business model and of yourself). If you’re unsure about certain issues, brush up your research beforehand and bring along figures and numbers to assist you.


Sound off: What other issues do you think are vital to a meeting with a potential client? What are some of the smaller things that can ruin your chances of doing business without you even realizing it?