Establish The Terms of Engagement During First Client Meeting

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Establish The Terms of Engagement During First Client Meeting

Рет қаралды 136,385

Күн бұрын

What questions should I ask during the first client meeting? How you respond, during the first critical meeting with a design client, will determine if you will be in a position of power, or struggling to regain authority. Chris & Jose give you a step-by-step on how to handle your first meeting with a client.
Annotations
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03:20 Client Types: The Fisher, Square Pegger, Cost Conscious Penny pincher, Perfect Client
03:25 The Fisher defined (Time waster - no intent to buy)
06:15 Square Pegger defined (Not final decision maker)
07:17 Cost Conscious defined (Views design as commodity)
08:16 Perfect Client defined (They value design at a premium)
11:05 First Meeting Checklist - Anatomy of a meeting
15:32 Ask Clarifying Questions
19:26 Ask what you are looking for in a client?
20:30 How to deal with objections
22:20 Q: How do you win the confidence of the client?
24:45 Law of Contrast
27:37 Q: How to deal with a clients brain dump?
31:33 Q: Any cultural differences in dealing with clients?
32:36 Disqualification close
34:31 Client Types - Role playing
Media Drop
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The Win Without Pitching Manifesto - Blair Enns
Download the First Meeting Checklist (Anatomy of a First Meeting)
www.dropbox.co...
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The PROCESS
Credits:
Executive Producer- Chris Do
Hosts- Chris Do
Director- Aaron Szekely
Cameraman- Aaron Szekely, Andrew Truong
Producer- Aaron Szekely
Editor- Aaron Szekely
Show Open- designed by William VanSkaik, animated by Bara Kwon
Musical Director- Adam Sanborne
www.adamsanborne.com
===
*By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.

Пікірлер: 247

@anneambulo1027 6 жыл бұрын

Watching this because I have my first ever client meeting tomorrow morning.

@thefutur 6 жыл бұрын

Good luck.

@James-uz9se 5 жыл бұрын

Me too, how did it go?

@NowioFel 4 жыл бұрын

So, how did it go? :)

@arandomkenyan 3 жыл бұрын

Hey...how was it?

@GamerSolitO 2 жыл бұрын

So how was it ? What did you learn from that? How’s it going ?

@mariaandrea9020 7 жыл бұрын

At this point I shouldn't even be surprised by I'm continuously amazed at the crazy amount of VALUE you guys provide for us in every video...seriously second to none, thank you so much!

@thefutur 7 жыл бұрын

Maria Andrea 🙏

@frizela5161 5 жыл бұрын

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@igorschimidt1985 2 жыл бұрын

Very helpful content, and was fun to watch Chris being politely mad at someone for half an hour as both of them were weirdly out of sync, with Jose being sort of inappropriate, and Chris clearly just wanting to move on and stay on track from the beginning lol. Might be one of the reasons they ended the partnership I gather. That ending was hilarious!!

@janharveygomez2458 4 жыл бұрын

First time watching this and I admire the way Chris composed himself and always stayed on track and got to the point.

@thefutur 4 жыл бұрын

Thanks

@lustloveandmemories 4 жыл бұрын

There is a lot of value in your videos indeed. Sometimes I get the feeling that Chris is not convinced he is really helping people by doing all this. Even if we don't comment during your live sessions, I'm sure I speak for more than a few when I said that we really appreciate you guys. Thank you.

@thefutur 4 жыл бұрын

it's valuable, people would pay right?

@rizzouh 3 жыл бұрын

Remember when Chris was grateful for "one of our 4 viewers". Hardwork pays off.

@49erfan916 3 жыл бұрын

Why am I just finding these videos? These are gold.

@thefutur 3 жыл бұрын

Welcome to the Futur

@martinmike9581 3 жыл бұрын

You don't need to go to business school.. just watch this channel.. thats it.

@thefutur 3 жыл бұрын

Appreciate it

@sidneyjohnson6895 7 жыл бұрын

Whatever value you thought brought ... unthink it! The Added Value to rewiring and reprograming your success starts here! Awesomeness at it's Best. You Guys Rock!

@iTheNem3sis 7 жыл бұрын

We don't even get taught this much valuable information in school and I pay 6 figures for it. Greatly appreciate these videos, keep it up.

@rubemkleinjunior237 3 жыл бұрын

Chris is savage with Jose hahahah what a duo

@alicediaz8989 7 жыл бұрын

You guys are the best, really. It amazes me how you just share this valuable information with all of us! I feel I've been learning so much thanks to YOU GUYS, Keep it up!

@thefutur 7 жыл бұрын

happy to do it Alice.

@cmeisteronline 7 жыл бұрын

This is hands down the funniest Futur video I have seen, and I've seen most of them lol. Jose is pure gold.

@thefutur 7 жыл бұрын

glad you enjoyed it. why was this so funny for you?

@kamaronnn 6 жыл бұрын

Jose exasperates me as he exasperates Chris.

@blackbearcreative 6 жыл бұрын

So much value guys, you have changed our whole perspective on pricing with these videos. Thank you so much!

@sara.a1026 4 жыл бұрын

It’s crazy the amount of content you have created! I’m learning so much from you amazing people! Thank you 🙏🏻

@thefutur 4 жыл бұрын

Thank you Sara

@mulderdyla 7 жыл бұрын

I liked the point that Jose made. Sometimes the clients can change from one form to another. like a Cost conscious client turns into a perfect client. Nice to also identify where these transitions have occurred( and the opposite). Nice work. Good little nuggets.

@jessamaebermudo5043 2 жыл бұрын

I've been doing client calls for a year, got to close deals as well. But this video is literally EDUCATING ME that "this is the process babe, these are the people you could met, and this is what you can do." This content really encourage me to improve my process to be more confident in facing premium clients.

@thePyknic11 6 жыл бұрын

It's 3am and am literally holding my mouth shut to keep from waking up everyone in my house with my laughter. The Fisher role-playing was too funny! Thanks for the great content as well as a good ab workout.

@thefutur 6 жыл бұрын

Glad to hear that you're enjoying our show.

@ramdarass 9 жыл бұрын

Thanks for specifically addressing the "I'm not sure you can afford our services." question. It has been a big hurdle for me and I feel better equipped to proactively bring this up at the right time..

@thefutur 9 жыл бұрын

Link for download is updated.

@mariavienna1305 5 жыл бұрын

You have such a good chemistry....I miss you two together. The Videos are awesome.

@djblast101 6 жыл бұрын

Man I miss Jose energy in these videos! Died at the role playing love it!

@tanyamalden181 7 жыл бұрын

Thanks for the great advice guys. I particularly like that you have a laugh with the whole process as well so it makes it even more enjoyable. My kinda humour!

@M_Archive 4 жыл бұрын

its hard watching these old videos with both of them cause i can feel the opposition between them lol its funny though

@thehybridcreative1982 4 жыл бұрын

What happened between them ?

@josloreher429 7 жыл бұрын

you two are the best teachers i've ever had. thanks a lot for sharing content of great value like this. We need more jose caballer in the new videos tho. ✊

@thefutur 7 жыл бұрын

what would we talk about?

@AZTigerMMA 4 жыл бұрын

I agree and that I believe you need to set the tone in the beginning of the relationship in the first meeting. I didn’t of the day you’re willing to acquiesce to their needs and desires however do you want to give them things to consider because you’re the expert. Do you also want to be busier than them. People wanna work with people whom they feel is value is equal to or greater than their own. I wanna work with people who they can learn from otherwise it will be the order taker and it will continue to get worse and worse until the relationship ends human nature - have a strong Frame and give them ideas to consider - plantings seeds for the “up sell” ( that will in fact help them) later

@fayyazb 3 жыл бұрын

Thank you so much! You just helped me say NO and I just did, after watching this and walked away from a client! Thank you for sharing!

@mindtheprivacy Жыл бұрын

Loved this format. Mass respect to both of your knowledge!

@Zulfikeay 6 жыл бұрын

Thank you guys this stuff right there is GOLD. Much love from Germany !

@thefutur 6 жыл бұрын

Thank you.

@1234kingconan 3 жыл бұрын

Great point on stating price first. I followed the common advice of asking their budget first but they know this game and sometimes lie to avoid saying a number. If I know my range I can just state it. No problem.

@thefutur 8 жыл бұрын

@josecaballer the link doesn't work.

@kidmetro1 6 жыл бұрын

The Futur lol

@Presiustajah 10 ай бұрын

Y'all could make this video over again and freshen it back up. I like.

@lipkov 6 жыл бұрын

Guys you are AWESOME. So many useful information I was searching for in my design career.

@thefutur 6 жыл бұрын

glad you found us.

@Presiustajah 10 ай бұрын

Thw ending was GREAT! 🤣

@jciam5135 5 жыл бұрын

you guys are great and that ending was hilarious. thank you for all you do

@thefutur 5 жыл бұрын

thanks. we try to have fun.

@stormystudio2006 7 жыл бұрын

Another valuepacked show.. still being appreciated nearly 3 years on. Love the 'wank*r' and 'bloke' British comments... I'm pretty sure we use those words on a daily basis... though wank*r may have had its day....

@thefutur 7 жыл бұрын

what are the words you use today? need to update my terms.

@stormystudio2006 7 жыл бұрын

Well, current front runners would be '*%&' then perhaps '#@*&^c' and of course we reserve the more special ones like '&%$C$£' for the most testing of clients.

@GamerSolitO 2 жыл бұрын

It’s addicting to watch! Probably the 10th time I watch this 😂! Always feeling the imposter syndrome jajaja

@robwembley 2 жыл бұрын

Just what I needed. Truly awesome. Sincere thanks !

@chelsstells96 5 жыл бұрын

binge watching all your videos now!! thank you so much :) it's been really helpful for someone just starting out.

@a.castley7796 8 жыл бұрын

Role play seems to be Jose's educational style - :)

@thefutur 8 жыл бұрын

+Aeryana Castley It should be.

@rahimulkabir5066 2 жыл бұрын

Loved the 4 types of client differentiation😂❤

@mirinbrahsickcuntbra 2 жыл бұрын

Found this after 7 years, realised all my previous clients were fishers

@anastasiialukina8134 6 жыл бұрын

Wow! That's a lot of priceless information! :) Thank you!

@renkerworksGmbH 3 жыл бұрын

Hilarious, totally loved the fun part 🤩👍🏻 (and the value-part as well 😉)

@germzVideos 7 жыл бұрын

Selling my pride and joy my drone and rebel camera to be able to come see you guys!

@thefutur 7 жыл бұрын

germ no. Don't sell your tools man.

@thefutur 7 жыл бұрын

germ find someone to host an event and have them pay me to come out

@ken-dent901 Жыл бұрын

That was my favorite one I Love the ending

@chrischristopher7102 7 жыл бұрын

from 9:42 to 9:47 that's an interesting view on it.. I never thought about it that way before...

@thefutur 7 жыл бұрын

glad to hear.

@LockedownSEO 7 жыл бұрын

Great question, Matt Medeiros, at 27:30.

@StephenLee529 9 жыл бұрын

Another great show guys.

@severetoons 5 жыл бұрын

You should always show your skills and abilities to set a foundation for your value. I always offer the first quick design for free to show my abilities. Be a listener look for key points what the client is looking for :)

@mynameisangie 9 жыл бұрын

RE: Role Play So much of the role play is just being honest with the person you're speaking to. "We want ecommerce, but you don't have a lot of ecommerce experience." "Yes, that's true." Love the ending! *giggles*

@someonetookmynick 7 жыл бұрын

As a flaky dude in his bedroom, I appreciate this video a lot :)

@thefutur 7 жыл бұрын

you must be a jc fan.

@LionDevelopmentTeam1 9 жыл бұрын

One of the things that I find the most difficult in this field of work is the first meeting, especially in a culture like the one I currently live in, where people are very difficult when it comes to money and are always looking for the cheapest prices. It is good to see you guys do the role play, as it can give me and other viewers a better idea on how to handle all the different types of clients on that first meeting. Hilarious role play by the way ***** . Chris Do is it your turn next time?

@ChrisDo 9 жыл бұрын

Leopoldo Pirela glad you enjoyed the episode. i can't top ***** one man show. he'll be taking the act across the country as a solo routine. :)

@StephenLee529 9 жыл бұрын

Jose...great job doing both people in the role play....lol Chris that was wrong....! Lol

@ChrisDo 9 жыл бұрын

just give ***** enough space and he'll do something completely unpredictable.

@James-uz9se 5 жыл бұрын

This session was too chaotic... I have my first first meeting any time soon!

@thefutur 5 жыл бұрын

There’s a newer version of this video that’s clearer.

@simonsez1787 4 жыл бұрын

Yeah it was kind awkward at points, I couldn’t tell if Chris was annoyed or if it was intended humorous banter. But I did enjoy it. I’m loving all these videos. Invaluable info! 🙏🏾

@1234kingconan 3 жыл бұрын

Just say I’m glad we both could find the time for this meeting. We have one hour and this is what I’m hoping to do together, does that sound good?

@vamshikrishnabeeravelly223 5 жыл бұрын

Thanks for this video, Jose and Chris. It's very valuable. The 4 client types remind me of the BCG matrix that business consultants use to help their clients (dog, cow, star and question mark). I have a question. Since you work in the graphic design area, I am wondering whether the same methods (first meeting checklist and the 4 client types) can be used as-is for product design or UI/UX projects also. Your advice/insight/experience in that area would be highly valued.

@thehamidbizo 3 жыл бұрын

You provide some of the best videos on KZfaq! Is it possible to have a small advice ?

@MEANDITV 7 жыл бұрын

these vids are soo educational and funny

@thefutur 7 жыл бұрын

Appreciate it.

@mynameisangie 9 жыл бұрын

(Commenting as I watch - I'm a little late this week because I've been sick) On types of clients: RE: the Fisher - understanding that some people are NOT actually in a position to begin their project for whatever reason - is priceless. What questions do you feel like best bring the Fisher to the conclusion that they're not ready to begin? RE: the "have you built our same project before?" I thought this link might also be helpful: curtismchale.ca/2014/08/05/no-i-havent-built-exactly-your-solution-before-sort-of/ That ideal client *sigh* with a business driver. We're starting work on an autoresponder series for folks to help them better identify their business driver so that we can better understand the value we need to return to them. "The ideal client isn't born, it's made."

@hindue 6 жыл бұрын

Hey Chris, you give an example saying like "We work for big companies, so I'm not sure you can afford us". As a beginner freelancer, I can't say that. What argument should I use?

@thefutur 6 жыл бұрын

i strongly suggest you read win without pitching manifesto by blair enns. he has many suggestions on how. you can also check out their site.

@danosman7329 7 жыл бұрын

"Give me a second to get into character" hahahaha

@rebeccabluemedia1706 4 ай бұрын

Watching this in 2024 🎉

@00BChill 4 жыл бұрын

35:58 > 36:03 "hmmmmm" 📳🔊🎶 🤖👏🙌👐🤝 cool choice, thank you again, revisiting these resources gives the same joy every time :)

@philipbrowning8610 7 жыл бұрын

Hey there Jose and Chris! Looks like a few of the links here in the comments are broken for that checklist. The one in the description above links to a worksheet for the first meeting - which is GREAT. Buuuuut, that really succinct checklist that you used during the video would come in amazingly handy. Any chance you could make the checklist available for us again? Cheers, Philip

@thefutur 7 жыл бұрын

when i have time, i circle back. this is 3 years old.

@philipbrowning8610 7 жыл бұрын

No rush at all. Take your time. I took a couple of screenshots and sliced them together. Thought you might have it kicking around at easy access. But I do have to remember sometimes... not everyone is a computer-data-storage-organizational-OCD-anal-retentaive-zealot like me and has redundancies to his redundant backups with files and emails dating back to the last millennium. I should probably see a professional about that. 😆

@eagesikaacaylarcarrera 5 жыл бұрын

Curious if there would be adifference on a more current one for this

@manzales 7 жыл бұрын

Love this episode you guys cracked me up at the end. Love the way you said 'Blokes', I don't we think we say that much around here :)

@thefutur 7 жыл бұрын

#FakeBritish

@sarahsw727 5 жыл бұрын

2019 & I'm here again, mostly for the laugh at the end 🤣🤣 Still tons of valuable info in this episode!

@thefutur 5 жыл бұрын

Thanks

@jorgerodrigomartins 4 жыл бұрын

"Champagne taste and beer budget" lol

@soukeinahachem 8 жыл бұрын

Awesome ! Thank you guys !

@agnieszkashick2154 6 жыл бұрын

Would love to see the role play completed 😀

@rahimulkabir5066 2 жыл бұрын

Coach there's one question i want to ask you! In 30:25 min you guys said to tell the price up front! What if the client I want to work with, has never done this kind of brand strategists which included esports as a bridge for branding! So there will be branding, making content for them, which will bring more sales for them!.. What do you think about this? How should I approach in this situation?....

@AshishJha31 8 жыл бұрын

Can yo plz upload First Meeting Checklist (Anatomy of a First Meeting) again, it not their in old link. Thanks in adance

@thefutur 8 жыл бұрын

+Ashish Jha @joseCaballer, can you fix this link?

@ericmartinez2714 7 жыл бұрын

Great video!

@thefutur 7 жыл бұрын

Thanks Eric!

@post-monk671 3 жыл бұрын

if the video content on your site is the same as that on youtube, why go to your site for video?

@mybocks3 6 жыл бұрын

How do you handle The Fisher and the Cost Conscious customer? Help!

@thefutur 6 жыл бұрын

cut the fisher or just give them a quick number. refer the cost conscious to someone else. get 10% referral fee.

@denzelllj5718 7 жыл бұрын

Your roleplays are spot on, thank you

@microminstrel 4 жыл бұрын

i'm sorry-where is the downloadable pdf mentioned?

@siobhansyt 8 жыл бұрын

Hey guys! The link isn't working. Is it possible for it to be updated?

@thefutur 8 жыл бұрын

Updated.

@ParableMultimedia 7 жыл бұрын

How can a freelancer working from home make proposals look more professional and charge as high as that?

@emanuel_soundtrack 2 жыл бұрын

try to show work done in a matter that establishes social proof

@TolgaOzisik 7 жыл бұрын

Hi, How do you make live streaming with control cameras and animated graphics. Is there any educational sources to learn? Thanks for the quality content

@thefutur 7 жыл бұрын

Tolga Ozisik here you go. kzfaq.info/get/bejne/mstzhpqfudGznI0.html

@TolgaOzisik 7 жыл бұрын

Great, thanks for the quick response!

@philbertpembani-philgoodph6349 2 жыл бұрын

thanks for the template , Team futur 2021

@ecosala6678 8 жыл бұрын

Awesome stuff you guys! Any alternate links for that first meeting checklist?

@thefutur 8 жыл бұрын

We need to put this together.

@Peteristrate 7 жыл бұрын

@josecaballer @thefutur There is a business Tinder app: it's called "Shapr".

@thefutur 7 жыл бұрын

i've used it.

@mindtheprivacy Жыл бұрын

Chris Do can be meeeeeeean!

@thefutur Жыл бұрын

Sometimes.

@WeAreBTSTV 7 жыл бұрын

Hey guys, love your channel, I'm a new sub. Your content has been super helpful for me so far. Even though I am in video production a lot of your content is applicable to my business. Chris seams to reference books left and right, I myself am an avid learner and would love to read all of the books that are referenced. Is it at all possible to get the links to those books added into the descriptions of your videos? It could be a good source of affiliate traffic for you from people like me, Thanks!

@MrConway007 6 жыл бұрын

How do you provide a quote in the proposal before you know what the full scope of the project will involve? Surely you would only be able to provide an accurate quote after you have have gone through a detailed CORE strategy session with them.

@thefutur 6 жыл бұрын

it's impossible to accurate estimate a job without fully understanding the scope, especially if you're basing your bid on time and materials. Value based pricing doesn't depend on what it cost to make something.

@MrConway007 6 жыл бұрын

The Futur ok thanks so if it’s not based time and materials what formula do you use to determine a number to give the client? I mean the client is going to want have some idea in some numbers what this is going to potentially cost from that first meeting right?

@thefutur 6 жыл бұрын

we estimate based on value to the client. so it's relative to the size of the company and not what it costs to produce. look up value based pricing for more.

@MrConway007 6 жыл бұрын

The Futur ok thanks, will look that up. 🧐

@agustinruiz2760 7 жыл бұрын

Almost 2 years later you guys had a video with the CEO and founder of HireWire, Chau Nguyen, which is "kind of" a Tinder for business, I like more the name HireWire than Binder or Bender though haha

@thefutur 7 жыл бұрын

Agustin Ruiz me too. You are seeing how we grow because each episode is a time stamp on what I knew at the time.

@agustinruiz2760 7 жыл бұрын

The Futur all the videos are great, I am learning a lot, really appreciate the work you put into the videos!

@martinazevedo3747 9 жыл бұрын

Hey guys, could you please update the link to download the first meeting checklist? Thanks!

@thefutur 8 жыл бұрын

Check now Martin.

@chillboysinthehood 2 жыл бұрын

I’m sorry but Jose is not in sync in this 😂 I really stayed to hear Chris

@thefutur 2 жыл бұрын

I was just a noob creator back then.

@maialaa5524 3 жыл бұрын

please re-upload the checklist

@adrianmiranda6104 8 жыл бұрын

Hi guys, the link for the checklist doesnt work. Thanks for the show.

@thefutur 8 жыл бұрын

Done. Check again.

@GrantGarciaProductions 8 жыл бұрын

Really helpful! Brilliant video! -Partizan Media

@thefutur 8 жыл бұрын

Thanks Grant.

@thefutur 8 жыл бұрын

+Grant Garcia What's your role at Partizan Media?

@GrantGarciaProductions 8 жыл бұрын

+The Skool Network Co-founder and Head of Human Capital Development 👌🏼and i train people in our sales team

@thefutur 8 жыл бұрын

Wow! That's really cool. Well thanks for watching and commenting. Our audience is a bigger network of professionals than what appears on the surface because of the reluctance for pros to comment or share. So thank you for that.

@GrantGarciaProductions 8 жыл бұрын

+The Skool Network tbh it's difficult not to decently appreciate (at the very least) people who produce great content (you guys 👏🏼). Consider our team as your new fans. 💪🏽 Followed you on twitter!