Potential clients feel more comfortable in their offices than in my office, no matter how plush. So it is a good idea to meet them in their office whenever possible. When meeting anywhere else, they tend not to reveal their whole hand.
I understand why some consultants prefer to meet in their own offices -— it increases efficiency. But what I lose in efficiency, I gain in trust and strong connections. I also get to speak to all managers, executives and some employees if necessary — something that does not always happen if I were holding meetings in my office. If others in the organization see me in action and give positive reports to the owner or other person-in-charge, I have a better chance of acquiring them as a client down the road because they trust me.
Brochures and newsletters don’t breed trust -— communication and performance do. The last thing I want my clients saying about their business strategy to their peers is that they have no idea what’s going on. These people are my ambassadors. That’s why I make my clients listen to my whole spiel so that all of us can sleep better at night knowing we’re on the same page.
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