The first is brief, usually lasting only about five minutes. In this first stage, the prospect is forming some judgments about you that will likely be the determining factors in whether or not you get the assignment. The prospect is looking for something elusive, namely how comfortable they feel about you. Keep in mind that many of the people you meet will be taking a big risk in giving an assignment to an outsider. If you fail to do what you promise in a satisfactory manner, you might cost them their job or their business.
First impressions count for a lot and are often decisive.
The second stage involves your evaluation of the prospect. You want to be armed with every bit of information possible about the company, including key executives, number of employees, its main products and the types of customers it serves. Having such information lets you and the prospect make efficient use of the second stage of the meeting. You should also prepare a few stock answers for some questions that permanent employees love to ask independent contractors, which are actually great opportunities to start selling yourself and your skills. In addition to your normal prospecting for new clients, you should also make efforts to establish yourself as an expert in your field.