Professional Contrast

Always have an extra chair in the room (some even have an artistic picture of an empty chair on the wall) to symbolize the prospective client’s current provider being in the room with you. The idea here is to think in terms of professional contrast, with an emphasis on self-evident professionalism. It’s a mindset technique to ensure you are sitting up straight and bringing your A-game to the meeting – not by chasing or competing – by being the most attractive option the prospective client will ever have.