Written by Kevin Hagen

One of the best ways to impress a potential business client is to be well-prepared.

According to Robert Moment, a best-selling author and founder of a consulting firm dedicated to helping small businesses, the best way to prepare is by knowing all you can about your client. Doing your homework beforehand will give you more confidence and will show the client that you are sincerely interested in, and care about, his or her business.

Keep the focus on your client and how you can solve his or her problems rather than on selling your product or service. Listen attentively and show your interest in what your client is saying through your verbal responses, as well as your body language. Taking notes can also show the client that you are genuinely interested. You will gain the client's business if he believes you have the solution or you are the solution. That means finding out what the client really needs. By understanding your client and his or her business, you may find innovative ways that you can help, leading not only to a sale, but also to a long-term partnership.

Your preparation will also enable you to warm up the meeting by starting with some informal conversation based on your knowledge of the client and his or her business. You want to appear professional and confident, but also relaxed. And to obtain the information you need from your client, you want him or her to be relaxed, as well.

First impressions are critical. Communications specialist Bill Lampton points out in "How to Make a Strong First Impression: Seven Tips that Really Work," that we generally have only seven to 17 seconds of interacting before another person forms an opinion of us. That's why that first firm handshake and genuine smile is so important. Dress appropriately according to the standards of your profession. Plan your logistics to be sure you are on time, and keep the meeting to the scheduled amount of time. Your client probably has other commitments, and so do you.

Be genuine and pleasant, courteous and respectful. And be honest. If the client asks you a question you can't answer, tell him you will find the answer and get back to him. Be confident but don't exaggerate. Your integrity is the basis for your business and will earn your client's respect. It's better to under-promise and over-deliver.

As you approach the end of your meeting, you want to start closing the deal. Based on your previous homework and what you have learned about your client during your meeting, you should have a clear idea of what you can propose. Be clear and specific. You may already have an order, contract or proposal drawn up for the client to sign. Now would be the time to push it across the table. Then once you have made your presentation, sit back, be quiet and let your potential client decide.