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Before you meet with your new client, your online research showed that she played golf for a local college you also attended. Bringing this up in when you meet would:
demonstrate your interest in the client as a person and help build rapport.
increase the length of your meeting beyond what is really necessary.
demonstrate your online research abilities so the client sees you as an expert in anything related to growing business online.
be unnecessary, because it will not help you make the sale.
