When you’re in a new sales situation, making a good first impression—in person or via teleconference—is crucial. Even if you’re an expert in your product or service and you understand how to sell to your customer, a sale can be ruined by a bad first impression. Here are some things to keep in mind when speaking with a new prospect:
- Call the prospect at the prearranged meeting time.
- Smile! This puts the person on the other end at ease.
- Be confident. A confident person comes across as reliable and experienced.
- Be human… and interesting. People feel more comfortable when they speak with another person who demonstrates truly human characteristics.
- Talk more about the other person than yourself. Ask questions that demonstrate genuine and thoughtful curiosity.
- Use the other person’s name. This makes them feel acknowledged and important. If you learn other names in your first meeting with a person (such as the names of their family members, pets, etc.), reference those names in future interactions. This shows that you remember the people who are important to that person.
- Be positive in everything you do and say. Negativity does not add to your appeal as a person.
- Demonstrate your sense of humor. This helps relax the other person. Be sure to avoid lame jokes and don’t try too hard to be funny–this can actually detract from your appeal. Just let your innate humor come to the surface.
- Find a connection. Remember, people have better long-term memory if they draw a connection between what is being said and their immediate life. Find a connection with the other person (e.g., mutual interests, friends, experiences). This can lead to further conversation that will increase your appeal as a person.
- Before you get off the phone, write three things down: when you spoke, something you discussed so that you can have a smooth transition in your follow-up communication, and what the next action step should be.
