Always have at hand a constantly updated list of firms and individuals whose cooperation can be fruitful for your organization. If a potential client is not in this list, alone or with the assistance of the security service of the company collect about him all the necessary information.
Pay attention to how punctual the client, who appeared to you on the first interview. If it ifwas more than half an hour before the scheduled time, it may speak in the first place that it has an excess of free time and most likely, you are one of the first major customers or partners. If he was late more than 10 minutes, this does not indicate its availability for work (usually serious business people advance timing), and lack of organization, and what usually follows is unreliable.
Always remember that looks can be deceiving. Well-groomed and dressed man may be a sly con man, and an invisible, bespectacled man in jeans and sweater easily roll out millions.
First give a potential customer a few questions directly concerning his motives to cooperate with you. Motives can be different: practical people usually do in their arguments about the prospects of the contract, the emphasis on logic withrank (safety and benefits). Newcomers often can somewhat deviate from the topic and start talking about the emotional component of the future cooperation, convenience, desire to cooperate with you). In any case, try not to go on about the customer and not to succumb to flattery and persuasion.
Ask the client several questions, not directly related to discussing your contract. This will help you to determine how widely can be used in the future ability of the client.
Offer him one or two situations of your future cooperation, in order to evaluate the speed of his reaction and decide for yourself whether to entrust him hope in the case of force majeure.
Pay attention to how the client behaves when talking about money. Too anxious or too calm, the client may be potentially dangerous.