Each of us approaches the initial meeting with a new prospect differently.  It’s clear that proper preparation can be the action that leads to a successful outcome.  Both parties have expectations.  Understanding your prospects expectations and desired outcome almost always leads to a positive first impression.  Before your first meeting spend some time doing pre-meeting research on your prospect, their company and their industry.  Go online and scan your prospects website to learn what their primary area of expertise is and what products and services they are promoting.  Then Google that business category in your market to learn what your prospects competitors are doing.  Write a simple pre-meeting agenda highlighting the three key points you want to focus on during your initial meeting.  Email this to your prospect at least one week in advance of your meeting and invite them to review the agenda and add three points of their own to the pre-meeting agenda.  Also ask them to write down what their desired outcome is in order for them to view the meeting as successful. Then both parties have a stake in the meeting.  Create the final pre-meeting agenda with all points including your prospects desired outcome and now you can prepare to ask pertinent questions that will be in alignment with your prospects objectives.