Preparing to meet a client is like getting ready for a journey. I’m too busy to plan in as much detail as I might like, but the least I can do is get a MAP before setting off.
While my MAP helped helped me envisage the road ahead, it couldn’t predict the weather! When I meet my client, I have ot revise my assumptions and get in sync with them …
It’s best to approach client meetings with an exploratory mindset, even if the ultimate goal is to conquer new territory! Discovery is greatly helped by the DISCOVER-Y tool.
Going beyond the tools, this section discusses a couple of subjects of importance to client encounters – practices for quality listening and dealing with irritated or angry customers.