The intake interview: 5 tips to separate the wheat from the chaff
August 2023 - As a proactive entrepreneur, you are constantly on the lookout for new business opportunities. However, attracting new customers requires time and a sound strategy. A convincing intake interview is a good start. In this article, we share five tips to make the first formal contact with new customers run smoothly.
An intake interview is an exploratory contact moment where you try to convince potential new clients of your expertise and experience. It allows you to showcase yourself and your business. But it is also an opportunity for you to assess what kind of meat you have in the tub.
Tip 1: Put the customer at ease
A good first impression is incredibly important. So make sure the first conversation is a pleasant experience. Take the time to get to know the customer in a personal conversation. Provide pleasant surroundings where you will not be disturbed and have coffee or tea ready. Or meet at a nice café nearby.
Tip 2: Be interested
Make the customer feel welcome. With small talk, you can put them at ease and get to know each other a little better. This can easily be done while walking to the meeting room or pouring a coffee.
Tip 3: Start by listening
This is when the 'real' conversation starts and you get to the point. Let your potential customer tell you exactly what they expect from you and what challenges they are currently facing. This will help you assess whether your business does offer the service the customer is looking for.
Tip 4: Introduce your business
Once you know roughly who your customer is and what their needs are, you can respond accordingly. Talk about your specialisations and how you and your staff assist clients. This is the time when you explain your services and clarify how your business works. Stay relevant, though. Big successes often do not add value for customers. So don't let the eulogy echo for too long. On the other hand, keep actively involving the customer in your story and regularly check whether your visions correspond.
Tip 5: Be honest
Does your discussion partner present you with an issue you do not yet have much experience with? Then just admit it. Tell what you do have experience with, and how you could solve such questions. This way, the customer can make an honest choice and you do not create false expectations. If all goes well, you will enter into a long-term relationship with each other. Honesty is essential for that.
Time for a follow-up interview?
A lot is covered during an intake interview, but obviously, time is too short to discuss everything. So be sure to plan a follow-up meeting. In it, you can talk about the client's experiences, for instance, or what cooperation might look like, and you can make some concrete agreements.