If you’ve ever been to a therapist, you would have noticed that they prompt you to talk and always take down notes.
In a meeting, it’s not about the sale, it’s about building trust and they need to know that you care.
So a few things you can do in a meeting is - take a notebook and jot down notes. In my opinion - you should refrain from using a laptop as it is is intrusive.
Don’t talk too much, even if they are asking you questions. It’s about them and it's a perfect opportunity to learn about their business, company or brand. You should be there to listen and find out what problems they are facing or what is stopping them from reaching their goals.
Use language that can evoke emotion, like, what is important to you? What obstacles are you encountering? How would/does this make you feel?
And remember, don’t make your client feel like it’s an interrogation
To recap - listen, take notes, use the correct language.
I did a blog about the First 3 Questions You Should Ask Your Client - this could also be helpful when having an initial meeting with your client
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