Soundboard Resources

Soundboard
Get started
All Posts

5 Key Topics to Discuss during a Client Consultation

A solo-practitioners perspective on important topics to cover in an initial consultation
  • 7 min
Generated by Midjourney

We all know how important that starting off on the right foot can be.

In a client-based business, setting yourself up for success is critical. You want to work with clients that you can truly impact. And sometimes, we need to turn clients away when the fit is not right. An initial consultation is pivotal to setting the stage for a great client relationship. This first interaction serves as your opportunity to make an assessment if a client is a good fit for you and if you are a good fit for them.

Below are five topics that solopreneurs have shared as “must-discuss topics” in your first conversation with prospective clients.

1. Get to know the "Why"

Understanding why someone needs your services can help you assess 1) if you can help them and 2) if you are aligned with their why. Oftentimes the “why” can be nuanced, complex, and difficult to articulate. For some clients, they might come prepared with their why. Others might need to work with you to fully articulate it. Regardless, it is critical to tease out their “Why” in the first conversation. Often a simple question such as: “What are you looking for out of this experience?” can help spark the conversation.

2. Understand the client's goals and what success looks like to them

After understanding the “Why”, discussing goals and defining success together is key. Designing a shared definition of success serves several purposes. First, it can identify a north star that you and your client can return to over the course of your work together. Second, by defining success, you can determine if you can help them achieve their vision. Third, this gives you the opportunity to redefine or reshape their definition of success if necessary. Working with them to define success can serve as a preview of your way of working in the first conversation.

3. Clear Expectation, Boundaries, and Working Styles

Setting expectations and boundaries upfront can be critical to ensuring a healthy and productive relationship. Most interpersonal challenges come from a lack of communication, mismatched expectations, or foggy boundaries. It can be helpful to share your expectations, or you can prompt them to share their expectations. You can start by asking them how they like to work, and you can layer in what has worked well with other clients in the past. This conversation is vital in making sure you and your client are on the same page about important topics such as commitment level, time expectations, and communication preferences.

4. Don't forget the logistics!

Discussing logistics can feel boring or unnecessary, but at least a few minutes should be reserved for this topic. While it can be uncomfortable, it is important to provide clarity around your price and fee structure as well as flexibility (installments, discounts, etc.). Spending upfront time on general availability, communication preferences, payment preferences, and workload can clear up any ambiguity or awkwardness later in the engagement.

5. Unpack any pre-existing concerns and questions

Save enough time and create a space to address pre-existing concerns or open questions. As you define an agenda, consider setting aside time specifically for their questions, concerns, or hesitations. Putting these out in the open from the beginning can help you address them head-on and avoid any unnecessary anxiety.
At the end of the day, each client interaction will be different, so we encourage you to use your best judgment. We hope this guide suggests a few key topics that help to build the strongest foundations in client relationships. We encourage you to experiment!
laptop
On top of the core topics laid out above, there are two other important considerations that are often overlooked:

Cultural sensitivity and awareness are frequently neglected topics in early conversations, given the sensitivity. As service providers, you can set yourself apart by creating a safe and inclusive environment where clients feel heard and valued and tailoring the experience by understanding and acknowledging individual cultural circumstances and nuances.

Prepare a backup plan in case you need more time to assess the working relationship. Not every client is a great fit, and that is okay! If you need more time to make an assessment, you could consider a trial period with this client. If you know the fit isn’t right, trust your gut! You can always consider referring a client to another person in your network that might be a better fit.

If you have any thoughts or questions on these topics, please don’t hesitate to reach out to us!

You might also like

Subscribe to our newsletter!

Join our community of forward-thinking Solo Practitioners