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Meeting a New Customer

Four simple ways to make your meeting with that new customer a success.

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This story appears in the December 2001 issue of Entrepreneur. Subscribe »

There's nothing like a first meeting with a customer to get your nerves rattled. Here are four steps you can take so when that first meeting rolls around, you'll be the best salesperson you can be:

1. Do your research. Look up the company on the Internet. Search for articles about the company in newspapers and magazines. Talk to people in the same industry. To develop your contacts, start collecting business cards from everyone you meet. I have hundreds of cards from people I've met over the years; I keep them catalogued by industry. Then, if I need information on a particular industry, I have 15 or 20 people I can call on for advice and insight.

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