Before you go into an account for the first time do your research and discover something about this business that you really admire. Plan to open your conversation with a question relating to that action. Number one: It never hurts to let them know you studied their business. Number two: You are there because you admire something that they’re doing and want to be a part of it. Finally, if you open with a positively-toned question about their business, they are immediately positively engaged in the conversation. People love to talk about their businesses.
Do not simply pick something out of the air and say this is really great. If you are lying or blowing smoke you will get caught and it will be a difficult slog to reach your goals for the meeting. It might be tough to get back in the door.
If you cannot find anything you truly admire about this company, that tells me that scheduling a meeting is a waste of both their time and yours. I suggest moving on to the next target.
Starting a meeting in a positive tone and engaging your would-be client with an intriguing question will place you in a possible position to earn a new partnership.