People need to feel connected.
What are you doing to build rapport with those you barely know, or don't know at all? Even within your current client base?
Do your research. Look someone up on LinkedIn. Contact a mutual connection. Ask about the person you are going meet with or try to meet with.
Could any of these 20 topics help you brainstorm ways to have great first interactions? Can you practice building trust, credibility and rapport? In person or virtually?
What do you have in common? What could you talk about before you talk shop?
LinkedIn connections in common
Common place you grew up or have lived
Favorite vacation spots
Remember to practice and role play with someone who knows you well enough to help you improve.
Be genuine. Be authentic. Be Yourself.