Since I’m now freelancing full-time, I’ve had the opportunity to go meet some clients, but there are some important things I’ve learned about these meetings that every developer, designer, copyrighter, well… pretty much everybody should know. These tips also translate well to interviews; so if you’re job-hunting right now, bear these in mind.
Appearances matter, for some reason
Personally, I think that suits and smart clothes can be a little over-used in business. I’m quite happy sat in a T-Shirt, jeans, and converse trainers discussing work. But, this isn’t the opinion of many people in our industry. Many clients I’ve been to visit have been older than me, and ‘expected’ me to be very dressed smart.
So the general rule of thumb? – Make sure you always look hot when you’re going to meet a client. You never know what the client will be expecting.
Prepare a portfolio
Many clients, or potential clients, will expect you to bring a portfolio of work with you. Make sure you’ve got one ready. It doesn’t really matter if it’s digital or… analogue (print), just bring some tangible evidence of what you’ve done.
Before you discuss your portfolio, make sure you find out what the person you’re explaining it to does. If they’re a technical person, you can go into great detail about what techincal methods you used for certain bits of work. If they’re more of a business person, talk more about the objectives of the projects, and the time it took you to do things. Always taylor your portfolio discussions to the person you’re discussing it with.
Avoid discussing finance
One mistake that I’ve made in the past is discussing finance during these initial pitching meetings. It’s a very bad idea. In a face-to-face situation, you’re more likely to crack under pressure and agree to financial constraints and time constraints that you would otherwise reconsider.
If you’re asked for a quote immediately, explain that you prefer to take the specifications home with you, look over them in more detail, and provide a ‘more accurate’ quote. This should get you off the hook, and free to consider your quotes without being under pressure.
The same can be done in interviews. If you’re made an offer, try not to accept it there and then (unless the company offers you a footballers wage!). Instead, thank them for their offer, tell them you’ll consider it and call or email them to let them know.
This makes you sound more composed and less desperate. And of course, if you sleep on it, you’re less likely to accept an offer you’re not actually happy with.
Time your meetings, and stick to it!
Before you go into a meeting, work out how long you’ll need to spend there to communicate everything you need to. Add some time for questions, refreshments, and interruptions, then you’ve got a time to stick to.
When you’re in the meeting, try to stick to your time as closely as possible. Make sure you’re not always looking at your watch, but be aware of how long things are taking.
There’s a simple reason for this. If you’re in an office pitching all afternoon, it can look as though you actually don’t have any work to do other than this pitch. It gives an image of someone who doesn’t really have anything else to do.
To help make sure you get out of the meeting in good time, explain before you begin that you need to leave at a certain time. This way, the client knows right from the start that you’re a busy person with things to do and places to be. They’ll be less likely to keep you there all day.
The other benefit of this, is that if you do a good job, you may well be asked to come back again. Getting a first meeting is never too difficult, getting a second meeting is.
Do some common sense stuff
Before you dive into a 2-hour meeting, make sure you’ve taken care of the common sense stuff. Go to the bathroom, have a smoke, blow your nose. (Not all at the same time of course).
Once you’re in the meeting, don’t be embarrassed to ask if you can use the bathroom. It’s better to just go than to be sat jumping up and down on your seat, tapping your feet and cracking your fingers. They might think you’re a crack addict, when you just really need a pee.
You are the best developer. Ever.
Attitude means a great deal in meetings, every bit of body language, everything said all builds a profile about you, your company, and how good you are. When you go to a meeting, make sure you feel confident. Know your strengths and enforce them. Make sure you feel like the ‘best’ before you walk in the door.
A confident attitude is possibly one of the best ways to impress a client.
I hope these simple but essential tips help you win a great project or job in your next meeting!
No related posts.
