How to Make In-Person Client Meetings More Productive and Profitable?

Happy November, Agency Owners!!!

I just finished reading The Road Less Stupid by Keith Cunningham, and I have to say—it’s a superb book for agency owners. I only wish I’d read it sooner. I’m usually not this emphatic about recommending books, but every agency owner needs to read this one.

Do yourself a favor: grab a copy and read it this month. You’ll thank me later!

Welcome to Peaceful Growth, where you will find actionable tips to grow your agency to $5M without working overtime.

In this issue, you'll learn:

• Why existing clients are your hottest leads and can drive new business opportunities.

• How in-person meetings with clients are not just a cost but a financially profitable investment.

• 10 simple tips to prepare effectively for client meetings to make each visit impactful.

• Bonus travel tips for a smooth, stress-free journey.

Let’s dive in!

Let me ask you this: as an agency owner—do you or someone on your team—meet your clients in person? If you do, don’t skim over this—read it all the way through (you’ll thank me later again!). And if you don’t meet clients in person, you especially need to read this.

I started meeting my clients in person around the 5th year of running my agency. Since then, I’ve done over a dozen trips to meet with them face-to-face, and each visit has transformed my business and vision (in a big way). There’s something very powerful about connecting with clients in their own space and time.

Meeting in person shows that you value the relationship. It says, "I’m willing to invest my time and effort to get to know you better." People remember a face-to-face conversation much more vividly than a virtual one.

The insights I gained from these in-person meetings are things I’d never have learned over emails or Zoom calls. Communication issues, misunderstandings, and assumptions clear up significantly from just one in-person meeting.

Initially, I resisted the idea of traveling to meet clients because of the cost. But if you look at it as an investment, especially compared to your marketing spend, it starts to make sense. Your existing clients are your hottest leads—they can give you more business, introduce you to their network, or connect you with other departments within their organization.

While I didn’t track the exact ROI, I can confidently say that in-person client meetings have generated over 3 million dollars in leads and new business for us.

Last month, our Client Account Manager planned a trip to meet some of our clients in person for the first time in the US. He asked me for tips to make his meetings more productive. I’d like to share those tips with you, hoping they’ll be helpful as you plan your own in-person client meetings.

1: Talk to your project managers and delivery team ahead of time to gather as much information as possible about the client. What major problems are these clients trying to solve, and what are their biggest frustrations with their internal teams or competitors? Have they mentioned any specific features or projects they want to focus on in the future? Also, what other types of agencies, like marketing or PR, do they currently work with?

2: Spend at least an hour reading their last three months of blog posts and the top search results for this client. This preparation shows that you’re invested in their success and makes for more productive conversations.

3: During the meeting, ask, “Who else should you meet within their company?” Expanding connections within their organization can strengthen your relationship and might open doors for new business opportunities. I always ask to meet the founder or key decision-makers.

4: Don’t be shy about asking if they know anyone in their network who might be a good prospect for your services. Also, if you ask questions in the right way, clients are often happy to connect you with valuable contacts. I use this to persuade them: “We don’t really spend much on marketing; most of our business comes through referrals. This keeps our costs down, so we can offer better pricing to our clients. If there’s anyone in your network who might benefit from what we do, I’d appreciate an introduction!”

5: Use this time to gather insights for marketing your agency. Ask questions like, “How did you find us?” or “If you were looking for an agency like ours, where would you go?” and “What events do companies like yours attend?”

6: People are often more willing to say “yes” in person, so consider asking if they would write a positive review on platforms like Google, Yelp, or Clutch. This can give your agency a boost in visibility where future clients might be looking.

7: Gifting can be tricky, especially with large companies that might have strict no-gift policies. But if it’s allowed, a thoughtful gift can make a lasting impression. My personal go-to gift? A book with a handwritten note. Books are affordable, rarely discarded, and make a lasting impression.

8: Take a few photos with your clients and share them with your team. Seeing you alongside the clients they work with daily builds a special connection and boosts team morale.

9: Limit yourself to two meetings a day to avoid burnout. This way, you can be fully present and engaged in each meeting without feeling exhausted.

10: After each meeting, take detailed notes—especially about follow-ups and action items. My rule? Head to a nearby coffee shop right after the meeting and jot down everything while it’s still fresh. This will help you capture important details you might otherwise forget.

Bonus Tip: Here are my 17 travel tips for a smooth, peaceful journey—no matter where you’re headed.

👋 Until next time, Anil / CEO and Co-Founder of Multidots, Multicollab, and Dotstore.

FYI…I also write about personal growth and Enterprise WordPress.

P.S. On a personal note, I became a Papa (Dad) a few weeks ago! It’s been a deeply spiritual experience—witnessing the birth of a child and holding a tiny human in my arms who’s a part of me. I can’t quite put the feeling into words.

Anyhow… If you’d like to read more about my experience of becoming a father and a few pieces of parenting wisdom I’ve gathered along the way, subscribe to my Learn + Grow and read next Saturday’s issue.

In Case You Missed It

By the way, in my last issue, I shared “15 Actionable Tips to Optimize Your Agency Spending and Maximize Profits.” Check out this link!

In this issue, you'll learn:

• How cutting costs can boost profits faster than increasing revenue.

• Steps to find and eliminate unnecessary business expenses.

• Tools to track and control your recurring expenses.

More Ways to Grow Your Agency

#1: I’ve interviewed founders who have scaled their businesses from $500K to $10M. Want to hear their secrets? Tune in to the Peaceful Growth Podcast for insights on how to grow your agency.

#2: As a founder, you are the most valuable—and most expensive—asset of your business. If you’re not learning and growing, you risk becoming a roadblock to your company’s success. Subscribe to Learn + Grow for tips on leadership, health, and productivity to keep you at your best.

#3: We’re always looking to invest in good and profitable businesses. If you’re ready to take your business to the next level by tapping into my network and expertise, just reply to this email.