There is something specific the Client is looking for. What is it?

Asking this question can determine the fate of a project, an entire business, or even someone’s promotion.

Giving him exactly what he was looking for will create a wonderful first impression! He’s ready to listen.

Failing to give him what he was looking for: the rest of it doesn’t matter, because he’s no longer willing to see it.

First impressions aren’t limited to the first 3 seconds of meeting someone for the first time. First impressions are actually recurrent: the first 3 seconds of reviewing a revision, the first 3 seconds of a meeting, the first 3 seconds of reading an email.

Consultants have to EARN clients’ trust EVERY time, because the client-consultant relationship is like a crush.