One of the keys to a successful client relationship is through human connection.
Although you’re a professional and you want to portray your professionalism in your conversations, it’s important not to come across as a pre-recorded robot full of sound bites and statistics.
There is a time and a place for this analytical data, but early on, you want to make a human connection so that data will hold more weight through the trust you’ve earned.
Tell a brief story, anecdote or even better, a story of someone in a very similar situation to your client and why that’s a story you like to tell.
This gives you an opportunity to show that you’re an actual human who they’ll be able to easily speak to throughout the process.