Sending The Right Message
May 31, 2010
There’s a special quality that sets sales people apart. Why are some perceived as powerful, dynamic, credible and confident? And others aren’t?
From the first seconds you meet someone, almost instantaneously, they create perceptions of you.
First impressions are lasting impressions. First impressions can be effective, or they can be disastrous. Either way you fall, they last forever. It is the objective of a sales person to instantaneously establish comfort, trust, and rapport when meeting others. So, it is vital that you make the first impression you want people to remember. But, it’s not always that easy.
Whenever you walk into a room, your clothing and mannerisms are on display for others to see. People can assess your self-confidence within the very first seconds of a meeting. For that reason, I suggest taking a few minutes before every meeting to ‘detail check’ yourself:
- Check your attire and grooming.
- Do you have all the necessary tools of the trade? Such as:
- Business cards
- Pen and paper
- Company marketing collateral
- Is your briefcase organized, or do you have papers stuffed in folders and coffee stains on your papers?
- What about your attitude?
Regardless of anything else going on, check your attitude and make sure it’s positive and focused on the person you are about to meet. Also, be sure to smile! It puts you in a good mood, puts others at ease, and it’s near impossible to not return a smile when someone smiles at you. Try to visualize the meeting before you walk through the door. See yourself smiling, being positive and having a great meeting. Finally, visualize the excellent outcome you desire.
The objective of the first impression is to start the relationship on the right note. In sales, you sell yourself first, even before the company and the product. Building immediate rapport with any person you meet starts with your first impression. It will help you establish trust, respect and confidence.
After any meeting, send a thank you note. Thank you notes are a professional way to lockdown a great first impression. Few people take the time to write them, and by sending them, you will set yourself apart from the crowd.
This may seem basic to many of you. However, I spend a lot of time coaching sales people on this subject in the field. All too often, I find sales people are not prepared for their meetings and not projecting a great first impression. Many times, they don’t have business cards, don’t have paper to take notes, write on the back of another used paper or even the prospect’s business card. Even when closing, they forget catalogs, agreements, credit apps and have to go out to their car to get them. I’ve even had a few forget to bring a pen. These are all examples of a negative first impression.
Remember, you only have small window of opportunity to make a great first impression. Be organized, positive, and bring your “A Game” to every meeting, and you will build a strong foundation to build your clients trust on.
