Establish The Terms of Engagement During First Client Meeting

What questions should I ask during the first client meeting? How you respond, during the first critical meeting with a design client, will determine if you will be in a position of power, or struggling to regain authority. Chris & Jose give you a step-by-step on how to handle your first meeting with a client.
Annotations
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03:20 Client Types: The Fisher, Square Pegger, Cost Conscious Penny pincher, Perfect Client
03:25 The Fisher defined (Time waster - no intent to buy)
06:15 Square Pegger defined (Not final decision maker)
07:17 Cost Conscious defined (Views design as commodity)
08:16 Perfect Client defined (They value design at a premium)
11:05 First Meeting Checklist - Anatomy of a meeting
15:32 Ask Clarifying Questions
19:26 Ask what you are looking for in a client?
20:30 How to deal with objections
22:20 Q: How do you win the confidence of the client?
24:45 Law of Contrast
27:37 Q: How to deal with a clients brain dump?
31:33 Q: Any cultural differences in dealing with clients?
32:36 Disqualification close
34:31 Client Types - Role playing
Media Drop
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The Win Without Pitching Manifesto - Blair Enns
Download the First Meeting Checklist (Anatomy of a First Meeting)
www.dropbox.co...
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The PROCESS
Credits:
Executive Producer- Chris Do
Hosts- Chris Do
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Show Open- designed by William VanSkaik, animated by Bara Kwon
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[@a_la06]

Watching this because I have my first ever client meeting tomorrow morning.

[@thefutur]

Good luck.

[@James-uz9se]

Me too, how did it go?

[@NowioFel]

So, how did it go? :)

[@arandomkenyan]

Hey...how was it?

[@GamerSolitO]

So how was it ? What did you learn from that? How’s it going ?

[@mariaandrea9020]

At this point I shouldn't even be surprised by I'm continuously amazed at the crazy amount of VALUE you guys provide for us in every video...seriously second to none, thank you so much!

[@thefutur]

Maria Andrea 🙏

[@frizela5161]

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[@igorschimidt1985]

Very helpful content, and was fun to watch Chris being politely mad at someone for half an hour as both of them were weirdly out of sync, with Jose being sort of inappropriate, and Chris clearly just wanting to move on and stay on track from the beginning lol. Might be one of the reasons they ended the partnership I gather. That ending was hilarious!!

[@rizzouh]

Remember when Chris was grateful for "one of our 4 viewers". Hardwork pays off.

[@janharveygomez]

First time watching this and I admire the way Chris composed himself and always stayed on track and got to the point.

[@thefutur]

Thanks

[@49erfan916]

Why am I just finding these videos? These are gold.

[@thefutur]

Welcome to the Futur

[@lustloveandmemories]

There is a lot of value in your videos indeed. Sometimes I get the feeling that Chris is not convinced he is really helping people by doing all this. Even if we don't comment during your live sessions, I'm sure I speak for more than a few when I said that we really appreciate you guys. Thank you.

[@thefutur]

it's valuable, people would pay right?

[@martinmike9581]

You don't need to go to business school.. just watch this channel.. thats it.

[@thefutur]

Appreciate it

[@iTheNem3sis]

We don't even get taught this much valuable information in school and I pay 6 figures for it. Greatly appreciate these videos, keep it up.

[@thefutur]

Link for download is updated.

[@sidneyjohnson6895]

Whatever value you thought brought ... unthink it! The Added Value to rewiring and reprograming your success starts here! Awesomeness at it's Best. You Guys Rock!

[@alicediaz8989]

You guys are the best, really. It amazes me how you just share this valuable information with all of us! I feel I've been learning so much thanks to YOU GUYS, Keep it up!

[@thefutur]

happy to do it Alice.

[@jessamaebermudo5043]

I've been doing client calls for a year, got to close deals as well. But this video is literally EDUCATING ME that "this is the process babe, these are the people you could met, and this is what you can do." This content really encourage me to improve my process to be more confident in facing premium clients.

[@blackbearcreative]

So much value guys, you have changed our whole perspective on pricing with these videos. Thank you so much!

[@cmeisteronline]

This is hands down the funniest Futur video I have seen, and I've seen most of them lol. Jose is pure gold.

[@thefutur]

glad you enjoyed it. why was this so funny for you?

[@kamaronnn]

Jose exasperates me as he exasperates Chris.

[@thefutur]

@josecaballer the link doesn't work.

[@kidmetro1]

The Futur lol

[@rubemkleinjunior237]

Chris is savage with Jose hahahah what a duo

[@mulderdyla]

I liked the point that Jose made. Sometimes the clients can change from one form to another. like a Cost conscious client turns into a perfect client. Nice to also identify where these transitions have occurred( and the opposite). Nice work. Good little nuggets.

[@sara.a1026]

It’s crazy the amount of content you have created! I’m learning so much from you amazing people! Thank you 🙏🏻

[@thefutur]

Thank you Sara

[@ramdarass]

Thanks for specifically addressing the "I'm not sure you can afford our services." question. It has been a big hurdle for me and I feel better equipped to proactively bring this up at the right time..

[@thePyknic11]

It's 3am and am literally holding my mouth shut to keep from waking up everyone in my house with my laughter. The Fisher role-playing was too funny! Thanks for the great content as well as a good ab workout.

[@thefutur]

Glad to hear that you're enjoying our show.

[@AZTigerMMA]

I agree and that I believe you need to set the tone in the beginning of the relationship in the first meeting. I didn’t of the day you’re willing to acquiesce to their needs and desires however do you want to give them things to consider because you’re the expert. Do you also want to be busier than them. People wanna work with people whom they feel is value is equal to or greater than their own. I wanna work with people who they can learn from otherwise it will be the order taker and it will continue to get worse and worse until the relationship ends human nature - have a strong Frame and give them ideas to consider - plantings seeds for the “up sell” ( that will in fact help them) later

[@djblast101]

Man I miss Jose energy in these videos! Died at the role playing love it!

[@mariavienna1305]

You have such a good chemistry....I miss you two together. The Videos are awesome.

[@tanyamalden181]

Thanks for the great advice guys. I particularly like that you have a laugh with the whole process as well so it makes it even more enjoyable. My kinda humour!

[@josloreher429]

you two are the best teachers i've ever had. thanks a lot for sharing content of great value like this. We need more jose caballer in the new videos tho. ✊

[@thefutur]

what would we talk about?

[@M_Archive]

its hard watching these old videos with both of them cause i can feel the opposition between them lol its funny though

[@thehybridcreative1982]

What happened between them ?

[@fayyazb]

Thank you so much! You just helped me say NO and I just did, after watching this and walked away from a client! Thank you for sharing!

[@1234kingconan]

Great point on stating price first. I followed the common advice of asking their budget first but they know this game and sometimes lie to avoid saying a number. If I know my range I can just state it. No problem.

[@Zulfikeay]

Thank you guys this stuff right there is GOLD. Much love from Germany !

[@thefutur]

Thank you.

[@mindtheprivacy]

Loved this format. Mass respect to both of your knowledge!

[@lipkov]

Guys you are AWESOME. So many useful information I was searching for in my design career.

[@thefutur]

glad you found us.

[@chelsstells96]

binge watching all your videos now!! thank you so much :) it's been really helpful for someone just starting out.

[@stormystudio2006]

Another valuepacked show.. still being appreciated nearly 3 years on. Love the 'wank*r' and 'bloke' British comments... I'm pretty sure we use those words on a daily basis... though wank*r may have had its day....

[@thefutur]

what are the words you use today? need to update my terms.

[@stormystudio2006]

Well, current front runners would be '*%&' then perhaps '#@*&^c' and of course we reserve the more special ones like '&%$C$£' for the most testing of clients.

[@jciam5135]

you guys are great and that ending was hilarious. thank you for all you do

[@thefutur]

thanks. we try to have fun.

[@prettysmartpresius]

Y'all could make this video over again and freshen it back up. I like.

[@LockedownSEO]

Great question, Matt Medeiros, at 27:30.

[@GamerSolitO]

It’s addicting to watch! Probably the 10th time I watch this 😂! Always feeling the imposter syndrome jajaja

[@prettysmartpresius]

Thw ending was GREAT! 🤣

[@anastasiialukina8134]

Wow! That's a lot of priceless information! :) Thank you!

[@1234kingconan]

Just say I’m glad we both could find the time for this meeting. We have one hour and this is what I’m hoping to do together, does that sound good?

[@robwembley]

Just what I needed. Truly awesome. Sincere thanks !

[@chrischristopher7102]

from 9:42 to 9:47 that's an interesting view on it.. I never thought about it that way before...

[@thefutur]

glad to hear.

[@renkerworksGmbH]

Hilarious, totally loved the fun part 🤩👍🏻 (and the value-part as well 😉)

[@LionDevelopmentTeam1]

One of the things that I find the most difficult in this field of work is the first meeting, especially in a culture like the one I currently live in, where people are very difficult when it comes to money and are always looking for the cheapest prices. It is good to see you guys do the role play, as it can give me and other viewers a better idea on how to handle all the different types of clients on that first meeting. Hilarious role play by the way ***** . Chris Do is it your turn next time?

[@ChrisDo]

Leopoldo Pirela glad you enjoyed the episode. i can't top ***** one man show. he'll be taking the act across the country as a solo routine. :)

[@a.castley7796]

Role play seems to be Jose's educational style - :)

[@thefutur]

+Aeryana Castley It should be.

[@rahimulkabir5066]

Loved the 4 types of client differentiation😂❤

[@mynameisangie]

RE: Role Play So much of the role play is just being honest with the person you're speaking to. "We want ecommerce, but you don't have a lot of ecommerce experience." "Yes, that's true." Love the ending! *giggles*

[@severetoons]

You should always show your skills and abilities to set a foundation for your value. I always offer the first quick design for free to show my abilities. Be a listener look for key points what the client is looking for :)

[@ken-dent901]

That was my favorite one I Love the ending

[@vamshikrishnabeeravelly223]

Thanks for this video, Jose and Chris. It's very valuable. The 4 client types remind me of the BCG matrix that business consultants use to help their clients (dog, cow, star and question mark). I have a question. Since you work in the graphic design area, I am wondering whether the same methods (first meeting checklist and the 4 client types) can be used as-is for product design or UI/UX projects also. Your advice/insight/experience in that area would be highly valued.

[@thehamidbizo]

You provide some of the best videos on KZbin! Is it possible to have a small advice ?

[@germzVideos]

Selling my pride and joy my drone and rebel camera to be able to come see you guys!

[@thefutur]

germ no. Don't sell your tools man.

[@thefutur]

germ find someone to host an event and have them pay me to come out

[@StephenLee529]

Another great show guys.

[@philipbrowning8610]

Hey there Jose and Chris! Looks like a few of the links here in the comments are broken for that checklist. The one in the description above links to a worksheet for the first meeting - which is GREAT. Buuuuut, that really succinct checklist that you used during the video would come in amazingly handy. Any chance you could make the checklist available for us again? Cheers, Philip

[@thefutur]

when i have time, i circle back. this is 3 years old.

[@philipbrowning8610]

No rush at all. Take your time. I took a couple of screenshots and sliced them together. Thought you might have it kicking around at easy access. But I do have to remember sometimes... not everyone is a computer-data-storage-organizational-OCD-anal-retentaive-zealot like me and has redundancies to his redundant backups with files and emails dating back to the last millennium. I should probably see a professional about that. 😆

[@someonetookmynick]

As a flaky dude in his bedroom, I appreciate this video a lot :)

[@thefutur]

you must be a jc fan.

[@rahimulkabir5066]

Coach there's one question i want to ask you! In 30:25 min you guys said to tell the price up front! What if the client I want to work with, has never done this kind of brand strategists which included esports as a bridge for branding! So there will be branding, making content for them, which will bring more sales for them!.. What do you think about this? How should I approach in this situation?....

[@hindue]

Hey Chris, you give an example saying like "We work for big companies, so I'm not sure you can afford us". As a beginner freelancer, I can't say that. What argument should I use?

[@thefutur]

i strongly suggest you read win without pitching manifesto by blair enns. he has many suggestions on how. you can also check out their site.

[@eagesikaacaylarcarrera]

Curious if there would be adifference on a more current one for this

[@00BChill]

35:58 > 36:03 "hmmmmm" 📳🔊🎶 🤖👏🙌👐🤝 cool choice, thank you again, revisiting these resources gives the same joy every time :)

[@StephenLee529]

Jose...great job doing both people in the role play....lol Chris that was wrong....! Lol

[@ChrisDo]

just give ***** enough space and he'll do something completely unpredictable.

[@MEANDITV]

these vids are soo educational and funny

[@thefutur]

Appreciate it.

[@mirinbrahsickcuntbra]

Found this after 7 years, realised all my previous clients were fishers

[@mynameisangie]

(Commenting as I watch - I'm a little late this week because I've been sick) On types of clients: RE: the Fisher - understanding that some people are NOT actually in a position to begin their project for whatever reason - is priceless. What questions do you feel like best bring the Fisher to the conclusion that they're not ready to begin? RE: the "have you built our same project before?" I thought this link might also be helpful: curtismchale.ca/2014/08/05/no-i-havent-built-exactly-your-solution-before-sort-of/ That ideal client *sigh* with a business driver. We're starting work on an autoresponder series for folks to help them better identify their business driver so that we can better understand the value we need to return to them. "The ideal client isn't born, it's made."

[@AshishJha31]

Can yo plz upload First Meeting Checklist (Anatomy of a First Meeting) again, it not their in old link. Thanks in adance

[@thefutur]

+Ashish Jha @joseCaballer, can you fix this link?

[@James-uz9se]

This session was too chaotic... I have my first first meeting any time soon!

[@thefutur]

There’s a newer version of this video that’s clearer.

[@simonsez1787]

Yeah it was kind awkward at points, I couldn’t tell if Chris was annoyed or if it was intended humorous banter. But I did enjoy it. I’m loving all these videos. Invaluable info! 🙏🏾

[@manzales]

Love this episode you guys cracked me up at the end. Love the way you said 'Blokes', I don't we think we say that much around here :)

[@thefutur]

#FakeBritish

[@soukeinahachem]

Awesome ! Thank you guys !

[@ericmartinez2714]

Great video!

[@thefutur]

Thanks Eric!

[@TolgaOzisik]

Hi, How do you make live streaming with control cameras and animated graphics. Is there any educational sources to learn? Thanks for the quality content

[@thefutur]

Tolga Ozisik here you go. kzbin.info/www/bejne/mpamhGqkidCCors

[@TolgaOzisik]

Great, thanks for the quick response!

[@post-monk671]

if the video content on your site is the same as that on youtube, why go to your site for video?

[@WeAreBTSTV]

Hey guys, love your channel, I'm a new sub. Your content has been super helpful for me so far. Even though I am in video production a lot of your content is applicable to my business. Chris seams to reference books left and right, I myself am an avid learner and would love to read all of the books that are referenced. Is it at all possible to get the links to those books added into the descriptions of your videos? It could be a good source of affiliate traffic for you from people like me, Thanks!

[@mybocks3]

How do you handle The Fisher and the Cost Conscious customer? Help!

[@thefutur]

cut the fisher or just give them a quick number. refer the cost conscious to someone else. get 10% referral fee.

[@danosman7329]

"Give me a second to get into character" hahahaha

[@sarahsw727]

2019 & I'm here again, mostly for the laugh at the end 🤣🤣 Still tons of valuable info in this episode!

[@thefutur]

Thanks

[@philbertpembani-philgoodph6349]

thanks for the template , Team futur 2021

[@agnieszkashick2154]

Would love to see the role play completed 😀

[@rebeccabluemedia1706]

Watching this in 2024 🎉

[@martinazevedo3747]

Hey guys, could you please update the link to download the first meeting checklist? Thanks!

[@thefutur]

Check now Martin.

[@MrConway007]

How do you provide a quote in the proposal before you know what the full scope of the project will involve? Surely you would only be able to provide an accurate quote after you have have gone through a detailed CORE strategy session with them.

[@thefutur]

it's impossible to accurate estimate a job without fully understanding the scope, especially if you're basing your bid on time and materials. Value based pricing doesn't depend on what it cost to make something.

[@MrConway007]

The Futur ok thanks so if it’s not based time and materials what formula do you use to determine a number to give the client? I mean the client is going to want have some idea in some numbers what this is going to potentially cost from that first meeting right?

[@thefutur]

we estimate based on value to the client. so it's relative to the size of the company and not what it costs to produce. look up value based pricing for more.

[@MrConway007]

The Futur ok thanks, will look that up. 🧐

[@microminstrel]

i'm sorry-where is the downloadable pdf mentioned?

[@ParableMultimedia]

How can a freelancer working from home make proposals look more professional and charge as high as that?

[@emanuel_soundtrack]

try to show work done in a matter that establishes social proof

[@ecosala6678]

Awesome stuff you guys! Any alternate links for that first meeting checklist?

[@thefutur]

We need to put this together.

[@siobhansyt]

Hey guys! The link isn't working. Is it possible for it to be updated?

[@thefutur]

Updated.

[@denzelllj5718]

Your roleplays are spot on, thank you

[@jorgerodrigomartins]

"Champagne taste and beer budget" lol

[@agustinruiz2760]

Almost 2 years later you guys had a video with the CEO and founder of HireWire, Chau Nguyen, which is "kind of" a Tinder for business, I like more the name HireWire than Binder or Bender though haha

[@thefutur]

Agustin Ruiz me too. You are seeing how we grow because each episode is a time stamp on what I knew at the time.

[@agustinruiz2760]

The Futur all the videos are great, I am learning a lot, really appreciate the work you put into the videos!

[@mindtheprivacy]

Chris Do can be meeeeeeean!

[@thefutur]

Sometimes.

[@Obungu1]

Hi from Kenya. Can you please upload the client check list link.

[@thefutur]

Here it is John. Let me know if it works. ow.ly/Lh0rn

[@Obungu1]

Thank you, got it.

[@adrianmiranda6104]

Hi guys, the link for the checklist doesnt work. Thanks for the show.

[@thefutur]

Done. Check again.

[@Peteristrate]

@josecaballer @thefutur There is a business Tinder app: it's called "Shapr".

[@thefutur]

i've used it.

[@STRYVEMagazine]

@josecaballer can you provide the updated link for the checklist? The current link doesn't work.

[@thefutur]

I just updated it.

[@GrantGarciaProductions]

Really helpful! Brilliant video! -Partizan Media

[@thefutur]

Thanks Grant.

[@thefutur]

+Grant Garcia What's your role at Partizan Media?

[@GrantGarciaProductions]

+The Skool Network Co-founder and Head of Human Capital Development 👌🏼and i train people in our sales team

[@thefutur]

Wow! That's really cool. Well thanks for watching and commenting. Our audience is a bigger network of professionals than what appears on the surface because of the reluctance for pros to comment or share. So thank you for that.

[@GrantGarciaProductions]

+The Skool Network tbh it's difficult not to decently appreciate (at the very least) people who produce great content (you guys 👏🏼). Consider our team as your new fans. 💪🏽 Followed you on twitter!

[@DertliDolapAbdullah]

what is the Font type you used for the thumbnail picture?

[@thefutur]

I think it's sanchez: fonts.google.com/specimen/Sanchez

[@anhelinamurashko3651]

Shampane taste but beer budgets )

[@arpadracz-fodor3864]

How do you if ur the right person for the job?

[@sespider]

Is there any way to get these type of client talking points as a pdf?

[@Frank004]

good and very funny lol

[@thefutur]

glad to hear.

[@StashMan]

Hi Chris, reversing the point that you can't afford us works well for big firms like blind, how to tackle it if you are a small firm?

[@thefutur]

Stash. The point is to try to kill the opportunity to establish that you are not desperate, that you aren't selling and that you are neutral and objective. So in your case, how would you do it with the clients that you have?

[@StashMan]

Thanks Chris, basically I've been trying this way since this month which I also learned from one of your videos. It does give me a upper hand in the conversation as before this I was scared of making a big bid. But, unfortunately hasn't been that fruitful for me, but will keep trying. And do keep making these type of videos, certainly am learning a lot. 😊

[@thefutur]

why do you think you lost the job? I can probably help you figure it out.

[@StashMan]

Thanks Chris, To keep it simple the client said no, I asked and he said someone is going to do the project for free. Another one, the client wanted the project to be done at almost half the bid we submitted.

[@thefutur]

Ok. These leads are coming in unvetted. This could be an issue of who referred you, your site or that you are chasing after people who are looking for the cheapest option. Before you waste any time, ask a prospective client, what they have to spend early in the conversation. If they low ball you, politely decline and recommend 99 designs.

[@KaviSivyer]

what exactly is an RFP?

[@thefutur]

Request for Proposal.