It is easy to talk too much at a first meeting with a prospect, or even to talk too little. You want to impress but not overwhelm; show your competency without being intimidating. How do you strike that balance without looking desperate for new work?
My first comment would be to research the company thoroughly. Find out as much as you can about the company, the work ethic and environment, and what is being said about that company. The last point is pretty important once you have covered the first points. What is the company’s reputation; what is the reputation of its key people and how will that impact you?
If you truly want to work with this client, and they are perceived as being difficult, find out why. Maybe they are demanding and exacting because they hold high standards, not because they are hard to work with. If that is what you find out, you need to understand the corporate mindset and decide if that is something acceptable to you as an individual or as your own company’s representative.
The more familiar you become with a company and its key players before the first meeting, the lower the chance of those first meeting jitters. You are the expert in your field. As long as you make sure you understand how you can improve the other company with your services, the easier your sales pitch. After all, if you can provide a bigger net benefit than the competition, you are well on your way to solidifying the sales pitch at that first meeting. Do that, and the jitters will be a thing of the past.