Meeting a new client for the first time can be fun and a bit nerve-wracking. You want to make a good first impression, build a connection, and show you understand their business – all without being too pushy or unprepared.
A little small talk with customers on start of the meeting can help the conversation feel natural. In this article, we’ll go through 15 things to ask your client at the first meeting to get the conversation flowing, uncover important details, and lay the groundwork for a strong business relationship.
15 Questions to Ask Your Client at the First Meeting
1. What are the main goals you’d like to achieve from this meeting?
Starting with this question helps set the right direction for your conversation. It shows that you value their time and want to focus on what matters most to them. Plus, it gives you a clear idea of their priorities so you can tailor your discussion accordingly.
2. Can you share more details about your company’s recent expansion plans?
If you know they’re growing, this is a great way to get them talking about their vision for the future. Understanding their expansion plans can reveal potential challenges or opportunities where your products or services might help. It also shows you’ve done your research, which makes a good impression.
3. How are the upcoming legislative changes expected to impact your business?
Industry regulations and laws can have a big effect on operations, so it’s useful to know what’s on their radar. This question encourages them to share concerns or challenges they’re facing, giving you a chance to offer insights or solutions that could make their life easier.
4. What are the biggest challenges your industry is currently facing?
Every industry has its struggles, whether it’s economic changes, supply chain issues, or shifting customer demands. This question helps you understand what’s keeping them up at night. It also opens the door for you to position your product or service as part of the solution.
5. What strategies is your business using to improve results over the next few years?
This gives you insight into their long-term goals and how they plan to grow. Whether they’re focusing on efficiency, new technology, or market expansion, understanding their strategy helps you show how your offering can support their ambitions.
6. How do you stay ahead of your competitors’ new product launches?
Competition is always a challenge, and businesses need to keep evolving to stay relevant. This question helps you understand their approach to innovation and market positioning. It also gives you a chance to highlight ways you can help them gain an edge.
7. Can you tell me how your business performance this year compares to your initial plans?
Every business sets goals, but things don’t always go as expected. This question helps you understand whether they’re on track, exceeding expectations, or facing setbacks. It also opens up a conversation about how you might help them bridge any gaps.
8. What major challenges do you anticipate facing in the next six months?
Businesses often have concerns about market trends, industry changes, or operational hurdles. By asking this, you show that you’re thinking about their future, not just their present. It also gives you the chance to offer proactive support.
9. Are there specific areas of your business that could benefit from immediate improvements?
Every company has pain points, whether it’s efficiency, customer service, or technology. This question encourages them to pinpoint their most pressing issues. It also gives you a perfect opportunity to show how your solutions can make a real difference.
10. What is your current business position, and how does it align with your long-term goals?
Understanding where they are now and where they want to be helps you see the bigger picture. This question encourages them to reflect on their progress and future plans; it also gives you a chance to show how your product or service can support their journey.
11. What are the biggest growth areas in your industry?
Every industry has them, whether it’s new markets, new tech, or changing customer needs. By asking this, you’re not only finding out what they want to achieve but also positioning yourself as someone who can help them achieve it.
12. How do you stay ahead of the curve?
Markets move fast, and businesses need to adapt to stay competitive over time. This question helps you understand how they approach change and innovation. It also opens up the conversation about how you can help them stay competitive.
13. What are the pain points in your business that you need help with?
Every business has them, whether it’s inefficiencies, cost increases, or workflow issues. This question gets them to open up about their problems. It also gives you the opportunity to position your product or service as the solution.
14. How do you measure success in your business, and what needs to improve?
Success looks different for every business—some measure revenue, others customer satisfaction, or efficiency. Understanding their metrics helps you see what matters most to them. It also highlights where you can add value.
15. What expectations do you have from a potential partnership with us?
This is the foundation of a great working relationship; it helps you understand their needs, communication style, and what they look for in a business partner. Plus, it ensures both sides are aligned from the start.
As you can see, these questions are designed to get your client talking about their business, challenges, and goals; the more they talk, the better you can understand their needs and position your solutions. These first meeting conversation tips help you stay focused while still sounding friendly and prepared.
Of course, some of these will need to be tailored to your industry or offering (product or service). However, by focusing on these questions rather than diving straight into a pitch, you build trust and get valuable insights.
If you want to sharpen your skills further, our sales training and account management training can help you structure client meetings for better results. Learn phrases sales managers should never say and objection handling training to close with confidence.
FAQs
With only 20 to 30 minutes, ask questions about goals, context, and next steps. Try simple prompts such as what outcome would make this a win today, what problem or process is causing the most pain, what have you tried previously, who else is involved in making this decision, how do you measure success, and what timeline or budget range feels appropriate. Finally, ask what a useful next step looks like and how they prefer to communicate.
On a site visit, focus on how work really happens, the limits people face, and safety. Ask them to walk you through the end-to-end workflow, where delays stack up, which tools or transition points break, what rules or safety steps must be followed, who approves changes, when peak loads hit, and what space, power, or access limits exist.
Culture influences greetings, small talk, pacing, and decision-making. In your first meeting, enquire about preferred titles, meeting style, and time expectations, then match their level of directness, eye contact, and mirror their communication style, avoiding slang or risky jokes. Share a short agenda in advance, confirm goals at the start, summarise next steps at the end, and adhere to hierarchy, holidays, and time zones to ensure the client feels respected and valued.
Send a short note to thank them, restate the problem you heard, and propose one specific next step. Begin with a warm thank you, followed by a one-line summary of the desired outcome, a list of one or two attached materials, two time options for a follow-up, and an invitation to suggest another. Close with a short call to action that asks for a simple yes and provides direct contact information.
Several proven discovery frameworks can help guide the best sales questions to ask in a first meeting, depending on how much time you have and how deep you need to go.
- SPIN – Situation, Problem, Implication, Need-payoff
- MEDDIC – Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- MEDDPICC – Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition
- NEAT – Needs, Economic Impact, Access to Authority, Timeline
- GPCT – Goals, Plans, Challenges, Timeline
- GPCTBA – Goals, Plans, Challenges, Timeline, Budget, Authority
- BANT – Budget, Authority, Need, Timing
- CHAMP –Challenges, Authority, Money, Prioritisation
Before the meeting, set a clear agenda and share it with the client. Open the conversation by building rapport and confirming goals. Keep the energy high by using a good quality camera, good lighting, and a clean background, and sharing a short presentation or live demo. At the end, summarise requirements, next steps, and timelines, then follow up quickly with meeting notes and a little something to add value (such as a useful resource or insight) to keep momentum.
Match your questions to each stakeholder so everyone feels heard.
- Chief Financial Officer: focus on costs, risk, and payback.
e.g., “What budget window are we working with? What risks would block approval? What ROI do you need and by when?”
- Chief Technology Officer: focus on IT infrastructure, integration limits, security, and rollout risk.
e.g., “How would this fit your current systems architecture? Any API or data-flow limits we should know? What are the security requirements and rollout constraints?”
- End users: focus on daily tasks, pain points, and success criteria.
e.g., “Walk me through a typical day. Where do things slow down? If this worked perfectly, what would ‘success’ look like to you?”
When someone shares a simple business case, confirm it and then move the process forward:
“Great—who should join next to validate this, and what’s the next step?”
Starting a conversation with a client works best when you greet them by name and introduce yourself and your role. Then mention the reason you are reaching out, so they know what to expect from the conversation. End the message by asking one clear question that makes it easy for them to reply.
To approach a client for the first time, be polite and clear about why you are reaching out. Mention one specific detail that shows you understand their work, and ask if they have a few minutes to chat. If they are open to it, ask what their top priority is, so you can keep the conversation useful.
A simple how to greet client in first meeting example is, “Hi, thanks for making time today. I’m Sam, and I’m glad we could meet.” Then add, “Before we start, is there anything you want to make sure we cover?” This keeps the tone warm and shows you respect their time.
To keep the conversation professional, avoid asking personal or gossipy questions. Salary, private family matters, politics, and why someone left a job are all potentially uncomfortable topics. Also, avoid questions that sound accusatory, such as who caused a problem, and instead focus on the process.
