More than once, I’ve had to face “arms-crossed” guy. You may know him (or her) too—the client whose body language flashes, “I don’t have time for this. I’m not interested. Do we have to do this?” Since reluctant clients often play an important part in piecing together a project, it’s essential to break through the negativity.

Sometimes, no matter what you do, “arms-crossed” guy won’t budge. But if you need that person’s help, you’ve got to try. Here are a few tips for coaxing information from an unwilling client.

Start Easy

If there’s no apparent threat or risk, “arms-crossed” guy may warm up. So start your conversation with the basics. Normally, though, this guy could care less what you think about the plaque on the wall honoring his community contribution seven years ago. Don’t go there.

Instead, begin by stating exactly what you want to learn, who sent you, and how you plan to use the information. Also, confirm how long the meeting will last. You’d probably do this introduction with anyone, but it’s critical with semi-hostiles.

Resist the urge to respond to snide comments about the project, your role, or anything else that gets lobbed at you. Once you take that bait, you’ve lost the possibility of turning a bad meeting into something useful.

Then launch into easy, factual questions, for example, “How many people do you manage?” “How has your business (or function) grown, and who are your best customers?” The point: Start without controversy, show that you listen, care, and have credibility.

Plus, resist the urge to respond to snide comments about the project, your role, or anything else that gets lobbed at you. Once you take that bait, you’ve lost the possibility of turning a bad interview into something useful.

You might be able to pierce the wall of resistance by letting a reluctant client talk. Simple, fact-based questions offer the client an opportunity to thaw. Allow time for your client to expand on answers by pausing for several seconds after each response before you dive into the next question.

Define Your Must-Haves

If your meeting isn’t going well and there’s little hope of turning it around, check your notes. Identify the essential information you must have from this individual. Usually, you’ll have options for finding what you need elsewhere. Still, zero in on what only this person can give you and ask away.

Keep a brisk pace as you move through your questions, but don’t leave the impression that you’re writing off the meeting. Treat the reluctant client as an important part of your process, no matter how hard that is.

Get Closer to the Issue

Once you’ve finished the meeting, you’ll need to confirm whatever you learned. Find others who can flesh out your information, interpret what you know, and point you to others who can help. When you’re rebuffed by a client, get closer to the problem. Find people who are directly affected by the issue and seek out their opinions.

No matter how much “arms-crossed” guy resists, you’ve got to stay above the fray. Don’t complain about him to others in the client’s organization—chances are they already know about the attitude. And don’t avoid him in the future. Who knows—“arms-crossed” guy might turn out to be your best ally; treat him well and keep chipping away.