The longest and best customer relationships are those that are mutually valuable. Those where your work creates value in every way – and the customer can see this value and compensates you for your work.
When you go into a customer meeting, you must therefore bear in mind that your greatest ambition is to help the customer. You want to strengthen the client's business and will not accept the task at any cost - only if you can see yourself filling the role that suits your niche.
In other words: Yours intentions are good - and the customer can sense this completely unconsciously through your body language.
And what does such body language look like?
Entire books can be written about body language and the effect it has on the receiver, so by no means should you view this section as a complete list.
Instead, see it as the 3 most important elements, you must have a handle on if you want to optimize your chances of success for the customer meeting.
- Smile and maintain eye contact
A sincere smile and pleasant eye contact is the shortest way to a good connection between two people – even when those people are customers and freelancers.
- Open yourself up (never cross your arms).
If you are sitting with your arms crossed, you might as well stand up and say "I don't want to be here - and you must not get to know me". Instead, focus on opening up your body, and feel free to gesture with calm hand and arm movements that drive your points home.
- Involve everyone involved – take turns looking at people when you speak.
There is (almost) nothing more boring than sitting in a meeting where you feel a little indifferent. If the customer e.g. is represented by three people at the meeting, it is important that you make sure to speak to and look on all three – so that everyone feels welcome and useful.