Building Rapport

The first few minutes with a stranger can be awkward. Focus on setting your client at ease; this will help you relax. Thank them for setting up time to meet with you. Mention something you saw on their web site or news you heard about their industry that interested you.

• Give them your "elevator pitch", the brief summary of what you do. Don't try to sell yourself at this point. Save that for later in the conversation.
• Avoid talking technology. Users rarely are turned on by the same things that developers find "cool". Your first order of business is finding out about them and the problems they are dealing with.
• Don't leap into solution mode yet; you want to listen. There is no need at this point to mention the technology (4D) you will use to solve their problem.

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