Think about what could derail this project. What could happen between now and then that would prevent this potential client from buying my services. 

Prepare for situations that could happen.

Prepare before every meeting. Have questions ready. Think out what you think their responses can be. Both good and bad. 

Write them down. Think of possible questions you could be asked.

What do your current clients usually ask you? What do potential clients of this size usually focus on? What would be most important for us to talk about? What packages do they normally purchase and why?

You never know what can be thrown your way. Being prepared will take time and effort. But so does everything worth pursuing. 

Be prepared will set you apart from your competitors. It will set you apart from your colleagues. Most importantly it will help you can more knowledge about your customer base and make you spend more time figuring out what’s most important in your industry.

Preparation is not sexy. It’s not flashy. It’s typically not fun. But it does pay dividends. 

You’ll never be prepared for every situation. You will be prepared for most scenarios though. 

Preparation shows you care. It shows your intentions. It builds credibility and trust. You have their best interests in mind.

It may take time and energy but it’s one of the most valuable traits you can have.