When you meet with potential clients try and have an open, fun conversation.
Think back to when you where dating (or maybe you are now). On a first date did/do you talk about how well you date, your qualifications to be a great date, past dating successes or even offer references to prior dating accomplishments? I don't THINK so! Instead you talked and listened, exchanged ideas, dreams, hopes, experiences and got a feel for each other and looked for chemistry and connection.
When meeting with a potential client for the first time I can almost guarantee that person did their homework... has already read your bio on the internet and has an impression about you and your firm. Now, face-to-face, they want to get to know YOU.
So don't be a dork and hide behind prefabricated marketing pitches. If you want a second date go have a fun conversation. Ask about whom they are, talk about interests, family, work, goals, etc. Treat it like a date.
Finally, let your date (future client) decide what they need to know about you or your firm. Ask them, "What can I tell you about me?" Remember that how they arrive at trusting you is totally in their court, so give them the space to ask for what they need.
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