Treat all prospects with respect and courtesy

Don't judge a book by it's cover -we've all heard that 101 times before but I can't stress how important this mantra is in business.

As I suspect you do, before we meet with a new client/prospect, we perform a little due diligence on them to build a picture of them, the business and their core values. This then prepares us for the meeting and allows us to show interest/knowledge in who they are and what they do.

If you don't do this already, it is important to do as it means you're not completely blind before meeting with the client. If nothing else, it allows you to tailor your offerings for them. At a minimum, for us this usually includes:

• Checking their website (if they have one)
• Searching on the company name
• If we have the registered name, search companies house
• If we know other companies or friends in the same sector, ask them if they know of or have heard of the company
• If you know any of the names of the people, a quick search on those too
• Have a quick search for any potential competitors

So before you form your opinions on future prospects, show them the same interest, courtesy and respect that you would receive and get to know them. You never know where it might lead!