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At the end of a meeting with a prospective client, ask one or all of the following questions, which will take the relationship forward:
“In summary, you mentioned during our discussion that you would like to have … (for example)
… a schedule of our hourly dates,
… a schedule of the seminars which we run,
… a list of the matters which we have discussed.
I will send them to you.”
or
“You mentioned that you were interested in …..(for example) … I will send you a link to that .”
or
“You said that you would like to … (for example) meet up when you come to London. I will keep in touch and when your dates are decided, I will arrange for you to meet …”
Alternative ways to conclude a meeting are:
“How shall we move forward?”
“How would you like to proceed?”
“What is the best way to keep in touch with you?”
These statements demonstrate that:
You were listening.
You are proactive.
You are willing to take the relationship forward in an energetic and enthusiastic way.
You have found a “hook” to keep in touch.
You have permission to keep in touch.
Avoids either you or the prospective client or referrer feeling that you are “stalking” them.
What does raising your profile mean?
Raising your profile means that other people will have heard about you will feel that they know you and will be aware and respect the work you are doing.
Why is this important?
Raising your profile is important because it will give you confidence when people meet you and have heard about you or have seen what you have written or are aware of your work and come and talk about it then it will boost your feeling of ability and deal with any matter at hand. It is also important because it means that people within the firm will feel more confident about referring work to you. It is important externally because clients contacts will have heard about you and will therefore feel more confident about instructing you or referring work to you.
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