Table of Contents

Step 1:  Setting the Scene  |  Before meeting any Clients, do this

• The Establishing Shot
• Create a Meeting Space that Promotes Your Brand
• The 15 Minute Rule
• Review their Details
• A Controlled Experiment
• Observe and You Will Learn
• Do Not Sell
• The Log Line
• Be Confident

Step 2:  Meet & Greet   |  Set the tone and order of things to come

• First Impressions
  
• Be Respectful of their Time and Efficient
• Suggested Timeline

Step 3:  Look, Listen and Learn   |  Understand and be the expert

• Let them Talk About their Plans
• Play Up to their Personality
• Unleash the Expert
• Learn about their Concerns

Step 4:  Seeing is Believing  |  What do they love and what is important

• Portfolio Review
• Storytelling
• A Warm Fuzzy Feeling

Step 5:  The Negotiator   |  Be confident with Your Service and Pricing

• Pricing Review
• Who Will be Paying
• What are they Looking to Spend
• Up-Selling
• Negotiating

Step 6:  To Contract or Not To Contract   |  Set clear expectations and next steps

• Now What
• If the Potential Client says YES
• If the Potential Client says MAYBE
• Set a Deadline
• Create a Consequence
• Follow Up
• If the Potential Client says NO