1. Shut up and let the client talk. Your goal is to make him tell you as much about himself, his organization and his problems. Which means you need to…
2. Ask questions. Lead the client gently toward a conversation about how your services can provide benefit
3. Pay attention and take notes. Show investment in the conversation and the client’s time. Also, you never know what you might forget!
4. Follow up immediately after the meeting. As soon as possible, get an email out thanking the client for her/his time, recapping what was covered, and laying out next steps for both parties. This demonstrates a lot of value to prospective clients.