If you have a services based business, then you are already familiar with the consultation meeting.
From lawyers to plastic surgeons to marketing people to financial services, those of us who work in the business and personal services industry will inevitably have one. 
For those of you who are just getting started with business or personal services—the initial consultation meeting is your first point of contact with a prospective client and probably the most important meeting that you’ll ever have with a client.
It is the most important meeting because it is your first and maybe only opportunity for you to demonstrate your knowledge of your field.
Because of the inundation of industries, it can be difficult for a client to find what they’re looking for.
Not because there is a shortage of information but because there is a shortage of good and applicable information.
When a client sits down to talk to you, understand that they are both open and reluctant to you and your services.
They want to hear what you have to say—that’s why they reached out to you or agreed to meet with you.
However, always assume that your prospective client has been through more people and information before they sat down with you.
With that in mind, understand that they are reluctant of the information that they you are giving them.
Understanding their position, allows you to be better understanding of your position of service to them.
Know your industry
Being knowledgeable of your field will allow you to understand how and if you can even help your client.
For example, if a client comes to you because they need you to build their company a website, you shouldn’t offer them advice on mutual funds.
Also, it is important to know what others in your industry are offering and articulate how your services sets you apart.
If you know what you can offer and have succinct services, then you won’t have to worry about sounding all over the place or even worse not being able to deliver on what you promised.
Know Yourself
The next step to having a successful consultation meeting is to not only be knowledgeable about your field, but to be knowledgeable about yourself and abilities.
DO NOT OFFER PEOPLE ANYTHING THAT YOU CAN’T DO.
This is imperative to being a good businessperson.
You don’t have to be able to do everything.
No one wants to deal with that entrepreneur who is building websites and selling stocks and bonds and selling and shining shoes.
Trying to do and offer too much will cause you to get behind on projects and not be able to complete them well.
People don’t hire people to cost them more money to fix new things that are broken.
Therefore, don’t be afraid to say no to a project if that’s not what you do.
McDonald’s wouldn’t be a billion dollar company if it were trying to sell burritos, subs, bunnies and gourmet cupcakes.
McDonald’s sells hamburgers and there are millions of locations all over the world because they can make hamburgers in 30 seconds.
Should you charge for initial consultation appointments?
Absolutely not!
McDonald’s doesn’t charge people to look the menu so you shouldn’t either.
An initial consultation meeting is for you to learn about the potential clients’ needs and see if you’re able to meet those needs with the services that you offer, it’s not about charging people per-minute like a collect call.
Once you learn about their needs and know that you can help them– then it’s time to talk about money.
At this point, you should be able to pull out a concrete pricing sheet or some type of presentation.
If the project is more intensive than the things that you normally offer to clients, kindly tell them that you will prepare a quote proposal after you factor in the time needed for the complexity of the project.
Keep it brief
An hour is more than enough to get to know a potential client, get off subject once or twice and still talk business, anything more will get you and your client way off track and delay the deal closing process.
Bring a contract
Along with your portfolio, knowledge, and prices and packaging sheets, you should always have a contract prepared for a client to sign to close the deal and begin services.
You can’t ever anticipate how quickly a client will want to close a deal, so you must always be prepared.
Some clients are impulsive and lose interest quickly and would prefer things done now rather than later.
Be prepared to present a contract and leave the meeting going to do what they agreed to pay you to do—immediately.
PCF Digital 