You walk up to a potential new client and--FLASH—you only have 3-5 seconds to make a great first impression! If that isn’t enough to scare you, nothing will. People make snap judgments all of the time, and more often than not, they are wrong. So, you better prepare to make a good impression right from the start. How can you ensure your new prospects and clients get a feel for the real you? Here are suggestions from salespeople who have been in—and survived—our business for a long time:
Ground yourself. Think about your intentions for the meeting before actually walking up to a potential client, and you will have a better shot at starting off on a good foot. For instance, determine if the meeting is meant to be a meet and greet type of interaction or if you will go in for the hard sell. This will help you focus your energy on the job at hand.
Pay attention to your body language. If you appear defeated, your prospect will assume you don’t know what you are talking about. On the other hand, if you present yourself in a more confident though not overbearing way, they will be more interested in what you say.
Be friendly, but not too friendly. There is a fine line between being friendly and trying to be someone’s friend. Salespeople who suddenly act as if they are your best friend often turn off prospects. Remain professional at all times, and respect the client’s space.
Be interested. When you ask your prospect a question, stop and listen…really listen…to the answer. All too often salespeople ask memorized questions without showing any interest in what the client is telling them.
Be interesting. Have you ever sat through a boring lecture? Yawn. Me too, and it was horrible. Don’t be one of those boring professors. Show some life. Be someone your client wants to hear from and finds interesting.
These are just a few ideas to get you started, but there are hundreds of other ways to ensure you make a great first impression. What do you do? Share your strategies below. I’m eager to try them out myself! P.S. Ever thought about using beneficiary reviews to grow your business? Click here to check out my upcoming webinar where I’ll teach you the secret to using them to drive your sales.
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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