Before you meet with your new client, your online research showed that she played golf for a local college you also attended. Bringing this up in when you meet would:

  • demonstrate your online research abilities so the client sees you as an expert in anything related to growing business online.
  • demonstrate your interest in the client as a person and help build rapport.
  • be unnecessary, because it will not help you make the sale.
  • increase the length of your meeting beyond what is really necessary.

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