As a Salesforce consultant, you probably don’t spend much time in in-person meetings with clients. This applies to independent consultants and those working with agencies.
Apps like Zoom have become so prolific, that it’s unnecessary to meet your client face-to-face. And yet, when we do, it’s magical.
Despite all technological advances, you cannot replace real-time quality time.
On Salesforce projects, I’ve noticed the best moments to visit clients are at the start of the project and towards the end (during UAT). And if you had to just pick just one moment, then pick the former.
The goal of this meeting, beyond moving things forward, is to connect. To build trust, setup communication styles, and to have them like you. If you like your client and they like you, then you’ll have an easier time when challenges appear.
Likeability is a foundation for partnerships.
There are all kinds of tips to be likeability. My favourites are being genuine and being genuinely curious.
When you’re genuine, you’re being authentic. You’re just you. You’re not pretending to be something you’re not.
When you’re curious, you’re showing interest in the other person. By asking questions and actively listening to their answers, people will be drawn to you.
The takeaway
If you or your team ever has the opportunity to visit a client in person, take full advantage of this opportunity. If you stay genuine and curious, you’ll walk away with a much stronger connection and increase the changes of a successful project.