Making First Meetings Count
When you meet a customer in person for the first time, do some simple things to let that prospect know they are the most important thing in the world to you at that moment.
According to the book, Strategies that Win Sales— Best Practices of the World’s Leading Organizations
, here are some things you can do to make that first impression a winner:
- Turn off your cell phone and pager. Show them that they are your sole focus.
- Don’t have anything in your briefcase or folder that doesn’t directly involve that customer. Don’t run the risk of letting the customer see material for your next appointment—leave it in the car.
- Echo the customer’s comments frequently so they know you really hear them
- Let the customer tell you how long the meeting should last and stick to it