Other than the information you will be discussing with your prospect the venue is the most important thing to the prospect in the initial meeting. The main reason is they want to feel comfortable and in control. Prospects tend to want to receive your information, or solicitation, in a very special way. This would be privately, professionally and in short order. If you understand this you increase your chances of getting your appointments and closing the sale probably 3 fold. Let me explain why.
First, there is privacy;
1. They don’t know you.
2. They don’t know much about the subject
3. They prefer good news in public, bad news in private. If you are talking about their money, mortgage or insurance most people don’t like others to watch.
The prospect wants to feel they are the one that has the home field advantage. They can maintain control of the duration, the subject matter and Q&A of the initial meeting much easier from behind the comforts of their kitchen table or desk in their office. This perception of willingness to negotiate is always on the mind of the prospect. By giving them home field advantage in the initial appointment it allows you to also see personal lifestyles and business subjects you would not have seen if the initial meeting was at your place of business.
Next, Professionalism. This is never going out of style and seems to becoming more scarce with every professional encounter. If you doubt me try calling your credit card company. You may spend tens of thousands of dollars on their card but the first person you speak to in customer service is someone from the Philippines or India. This is for two reason; they can and its cheaper. But as far as professionalism?
1. Be polite. Heavy on the “please” and “thank you” can’t be emphasized enough. No one respects you in the initial meeting if you are not courteous.
