If meeting a new contact for the first time sounds like a daunting prospect, you can reduce the fear factor by following the guidelines below. The formula works well every time. It can also be easily adapted for an initial sales call or meeting.

​To help ensure that the meeting goes well, do some homework on the other person. Take a look at their profile and recent posts on LinkedIn, Facebook, Instagram and YouTube, and search for them on Google to see what comes up. They’ll appreciate it if you refer to something they’ve posted, published or said in a speaking engagement. And, ask to connect with them on social media straight after the meeting.
 
The secret to success in any meeting like this is to get the person talking early on in the conversation. You need them to feel relaxed (see 'Building Rapport And Trust'), and then use your listening skills to help them open up about themselves and their business priorities. Plan to take only a few minutes before asking them for their thoughts. When preparing for the meeting, find a way to explain the context succinctly and make it sound as relevant to them as possible.
 
You should aim to spend less than 30% of the time talking. Listen and probe for what the other person really needs and cares about. And then, if you think you might be able to help them, tell them how. Before ending the meeting, always try to agree on a follow-up of some sort (assuming you actually want to stay in touch). It doesn’t matter how you reconnect; what’s important is to secure a reason to continue the dialogue and provide another chance to strengthen your relationship.