When a client asks for a meeting to discuss services, many consultants make five avoidable mistakes. I know because I’ve made all of them at one time or another.

1. Rely on your pedigree. Academic credentials, a blue chip business card, or a flashy brochure rarely win over a client. Sure, you need this stuff somewhere in your briefcase, but clients want to know how you work and how you’ll fit with their culture.
2. Ask rinky-dink questions. Preparation is the key to a successful first meeting with a prospective client. If you’re winging it on that first call by asking how many employees a company has, or what lines of business a client is in, you’re already toast. Take the time to fully prepare before the meeting. Create ten insightful, open-ended questions that you can’t find answers for on the client’s Web site.
3. Talk more than you listen. In your first meetings, be sure to give the client plenty of chances to fully describe what needs to be done. Don’t even think about selling until you’re sure what problem you’re trying to solve. If you find yourself talking more than half the time during a meeting, shut up and let the client speak.
4. Agree to a proposal before qualifying the opportunity. Some clients will ask for a proposal simply to get you out of their office. Don’t agree to write a proposal until you’re convinced you’ve got a qualified lead with at least a 40% chance of winning the work.
5. Talk about price in the first meeting. Most clients will ask for a price, even if it’s just an estimate. Resist the temptation. Politely ask clients to allow you time to absorb the information provided, and set a firm date to get a price back to them. If you quote a price too early, you’ll be stuck with it, or you’ll have some explaining to do later on if your actual price is higher than your initial estimate.