First of all, you should do a proper research for getting as much information as possible about a potential client you have a meeting with. If the client has initiated this meeting, then you have got a chance to make the business deal finalised by convincing him in a logical order.
You can get required information about your potential client by making a visit to his organisation’s website. It will help you a lot about your client and you will become better prepared for the meeting.
Make sure you have dressed properly for the meeting. Usually formal dressing is the best option for meeting new clients in an office environment. Dressing gives confidence and you need to take care of this aspect before going to the meeting.
Conversation with the client is the most important aspect of a meeting and it can have a strong impact on the outcome of the meeting. Always keep your tone friendly which will help in getting a desired response from the client.
Do not open up the conversation on business issue which is something negative. Try to build a ground for the conversation by taking minor things that lead to the main topic.
While talking about a certain deal, that you want to make finalised with the potential client in the meeting, you should also mention that you have completed many similar type of projects recently.
If you have not completed any project before, do not talk about this. But make sure that you do not lie to your client by exaggerating things which will lower your credibility in future.
Present your proposal by putting emphasis on the benefits that you are offering to your client. It will help him think positively and you will get your deal finalised.