When meeting a potential prospect for the first time, be nice, predictable, similar, and seek to be liked, not hired or bought.
If you requested the meeting, it is your meeting and your objective is to allow your guest to feel comfortable and to leave the meeting thinking well of you. The goal is for them to like you and think warmly of you.
As a rule people think well of those they like. We like people for many different reasons, but one simple thing to remember is we like people who are like us; similar to us. This is not always true and not the only reason, but it is a simple and fairly common condition.
Getting to know someone, building a relationship is a matter of discovery and a good question to initiate this journey is, “Where are you from?”
And then, actively listen.