Whatever business you’re in, you are bound to encounter clients that you want to impress. More often than not, these clients are VIPs in their own right as well. Although every single customer is important, you’d be lying if you didn’t admit that some might be more valuable than others. When it comes to making sure you leave the right impression on the right clients, here are some pointers.
Don’t Go Overboard
The first rule to impressing your VIP clients is to make sure you don’t fall into the trap of overcomplicating things. Yes, your client is the CEO of a huge enterprise. Yes, your client is a social media influencer with 10 million followers. However, there’s a fine line between making a client feel important and making them feel like your life is in their hands. You should never make them feel the latter, no matter how true it may be.
Connect on a Personal Level
Although business is at the heart of your relationship with your client, it’s also important that you know how to establish a more personal connection. Building rapport is the first step to any sales pitch for a reason. It shows genuine interest in the clients’ needs and how you plan on fulfilling them with your business.
Building a personal connection will likely result in the client liking you as a person, too. Because of this, they will be more likely to do business with you now and in the foreseeable future. Here’s Entrepreneur with a more general but insightful article about connecting with customers on a personal level.
Begin the Star Treatment
When meeting with a VIP client, you must understand that they are also being sought after by your competition from the get-go. This means the time they’re spending with you is precious in that they could be spending it with other businesses instead.
Make them feel that you understand how valuable their time is by making sure they are treated well in every encounter with your business. Minimize friction and anticipate their needs. If they are coming in from the airport, have luxury transfers prepared. Hire executive protection services as well if the client or the business calls for it. Learn about their special needs or requests ahead of time and have them accommodated even before they ask. VIPs will likely have secretaries that you can ask about these things.
When you are entertaining a VIP client, you shouldn’t be complacent, no matter how prepared you think you are. That said, you should make yourself or your team available to the client for the duration of their dealings with you. Undivided attention is flattering and effective in making sure that all the client’s needs are met or even anticipated.
This means turning your phone off or silent. This means going wherever they are heading. This even means battling the urge to yawn even if the task has been tiring. In return, the client will appreciate just how devoted your business is to them.
Interested Is Interesting
There will be a time for you to talk up your business to the client. However, most of the time, it’s better to ask excellent questions instead. Better yet, ask questions to get the client talking about themselves or their business. According to Psychology Today, talking about yourself activates the same areas of the mind as when a person is eating delicious dishes, using drugs, or even having intimate encounters. This means talking about oneself is neurologically gratifying.
Not only will this strategy help your client like you and your business more, but it will also give you valuable insight into your client’s business and even personal life. These pieces of information may come in handy in the future.
With all the hard work and diligence you’re pouring into a meeting with a VIP client, the last thing you want is not to leave a lasting impression at all. This is definitely a possibility, particularly if the focus of your meeting is solely on business. Yes, it’s important not to waste the client’s time, but you can also make the most of your meeting with them by making them feel that the time is well-spent.
Whether it’s a golf day or a business dinner, you must create a more memorable experience for your VIP client. Otherwise, you could have just discussed business over a video conference.
Entertaining and impressing a VIP client can be challenging, overwhelming, and tedious. However, doing it right will most likely give your business a leg up against the competition. Follow the steps in this article, and good luck.