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A salesperson's first impression on a
prospect can often help to make or break a sale. It seems obvious to most of us,
but there are still some salespeople out there who do not grasp the importance
of their first impression on a prospect. Communicating a lasting positive first
impression will heighten your sales performance as well as your sales success. Here are eight tips that you can use to improve the way that you first meet your prospects: 1. Above all, you should portray a confident but not superior manner. Alack of one's self-confidence is readily apparent to most anyone, and if you don't act like you believe in yourself, how is your prospect supposed to believe in you and your product or service? Try to act with confidence while at the same time preventing yourself from appearing arrogant. This subtle line between confidence and arrogance is sometimes easily crossed, so keep this in mind as you first meet your prospect. 2. Of
course, a clean, neat appearance is essential to making a positive first
impression. Showing up wearing wrinkled or dirty clothes and sporting
unkempt hair will do nothing but suggest a lack of respect for your prospect.
Ralph Waldo Emerson once said, "A person's style is that person's mind's
voice," so try to remember this when you approach your prospect for the
first time. Do your best to dress slightly above, but never below the type of
prospect you are calling on. 3.
Another seemingly obvious, yet sometimes-forgotten tip is simply to smile.
Smiling fosters a positive atmosphere, which is exactly what you want if you
hope to eventually finalize any transaction. 4.
When conversing with your prospect for the first time, try to use his or her
name. Practicing this tip will help you greatly
because when you address a person by using their name, you let that prospect
know that he or she is important enough to you for you to remember their name.
Remember, however, to pronounce that person's name correctly. This simple
mistake can cause you a fatal setback in your attempt to make the sale. 5.
Setting a tone of importance is a key aspect in creating a positive first
impression. A casual or nonchalant attitude is certain
to raise questions in the mind of the prospect. That prospect is likely to
wonder if you, as a salesperson, are serious about the value of your product or
service. He or she may also wonder how important fulfilling his or her needs,
solving a problem or filling a want really is to you. 6.
You should definitely avoid being apologetic for taking your prospect's time.
Extensive apologies simply raise questions in the prospect's mind regarding your
confidence in yourself and your product or service. If you think it is necessary
to apologize for taking up a prospect's time, then you obviously don't think
that your product or service is worth that prospect's time. 7.
Another very important tip is to be comfortable and relaxed. If
you exude a lack of comfort in meeting your prospect for the first time, then
you are sure to inspire the same feeling in that prospect. You need to be
absolutely sure that your prospect feels at ease with talking to you about his
or her wants and needs. The first step to establishing a comfortable
relationship is for you to be comfortable yourself. 8. Finally, you should position yourself through everything you say or do. The first encounter between yourself and your prospect can set the stage for the rest of your professional relationship. If you say antagonizing or distracting things, you jeopardize this necessary positive relationship. Simply remember to avoid these types of
things and you will certainly position yourself correctly. Yes, first impressions are lasting impressions, and many salespeople tend to forget this old, but simple truth. By behaving in accordance with these eight tips you should be better able to establish positive, fruitful relationships with your prospects from the very start. All sales relationships start with the salesperson's first impression on his or her prospect, so don't ruin your chances from the beginning. Remember, people pay attention to people whom they perceive as having something important to say to them. This is often communicated positively or negatively-in the first 30 seconds of the sale. You might win it or lose it right there. It's up to you! |
