delivered in leather saddlebags!

They also had their proposal to Domino’s Pizza

delivered by one of their people dressed up as a Domino’s delivery person. The
professional firm was trying to send a clear message: “We are trying to treat you
as special and unique.”
Such tactics are neither “tacky” nor effective in themselves. They are
frequently effective, but only if they are part of a pattern of gestures that
reinforces the message! Isolated tactics will quickly be seen as insincere.
A primary goal of any relationship-building activity is to create opportunities
to demonstrate that you have something to contribute. There’s no better way to
do this than to start contributing.
Some challenges: How do you successfully demonstrate (not just assert):

1. That you have listened to what the client has said?

2. That you appreciate the importance that the client assigns to what they
have been saying?
3. That you understand the unique aspects of his/her situation?
4. That you understand his/her business?
5. That you are going to be a comfortable, supportive person to work with?
6. That you will be able to make a unique contribution?
7. That you can be trusted to keep your word?
8. That you have experience in dealing with his/her kind of problem?
We do not suggest (nor do we hope) that you have immediate answers to all of
these questions (or that we have all of them). We do, however, have one piece of
advice: Before you go into any meeting with a client (or prospective client),
figure out the two or three things you want the client to absolutely believe about
you by the end of the meeting.
Then, figure out, in advance, precisely how you are going to demonstrate that
you are those things. Don’t tell them, show them. Don’t “wing” it. If the client is
to be convinced of something, you need to be very prepared to demonstrate it
convincingly. For example, your questions can reveal that you have done your
homework:

“I know by the research we’ve done on your firm that you merged with
ABC two years ago to become the third largest in the world. What I would
like to learn more about is how you cope with the integration challenges of
employees from so many cultures and backgrounds”

or,