One of the first tips I received was from Don, a residential architect. He says that “Every time I go into an interview” with a potential client he does so with the “knowledge that I already have the job and act as if I do. I hold nothing back directly relating to their project.”Don says that when he leaves the interview, because he has shared so much information, “the customer knows me and they have a better understanding of the possible solutions to their project.” Interestingly, unlike many professionals who offer a first meeting for free, Don charges for this initial interview – “the potential client benefits from my visit (and I get paid). It’s a win-win” he says.
The upshot? “With the next visit, I am their architect.” Don says that it is his attitude that closes the deal.
Having an attitude that you are valuable, that your time is worth money, and acting as if you are already hired is a strategy that many professionals could adopt.
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