In my last post, I discussed the importance of observing your client or prospect’s office. Noting that the prospect drinks coffee or displays family photos can clue you in to the type of person he or she is, resulting in a better relationship both professionally and personally. But it’s equally important to respect the individual’s personal objects, tastes, and overall space.

Radio Sales Today recently noted a few important things to keep in mind when stepping foot on a prospect or client’s “turf.”

• Always stand to shake hands when seated in the waiting room. Not only are you exhibiting respect, you also are at the level to make eye contact.

• Unless given permission, never lay your briefcase or other belongings on the person’s desk.

• While seated, don’t slump, slouch, or lean. Don’t be stiff, but have a relaxed, upright posture.

This respect of the client or prospect’s space, in addition to the insight gained from observing your surroundings, can help you establish a great rapport that may lead to a sale or continued business.