The First Connection with a Customer
Once you are well prepared, you are ready and set to hold an excellent conversation with your prospect or customer. You probably arranged a meeting by mail or phone. The first encounter with your customer is crucial, it will set the tone for further steps. 'Please take the necessary time to prepare your visit in depth
This is what I have always seen when going in the field with top performers, for them it is like a holy ritual, they will never give in. This will also be the first impression you will leave with this customer. Make it a great impression straigthaway.
Connecting with a customer is for me the place where the "Human Magic" happens. What will have an impact on the quality of this connection? Let's have and look and see where you can improve 5%, that will put you further on the sales success ladder
The energy you show meaning the vibrations you send out.
The way you are dressed. (I love shiny shoes).
The authentic smile on your face.
The words you use; use powerful words.
The way you talk: tone, rhythm, intonnation, speed, clarity of expression.
The friendly eye-contact you make.
The firmness of your handshake.
The matching & pacing with your customer.
The politeness you demonstrate.
Be there fully present for your customer.
You all know we have the habit of judging people very fast based upon some characteristics. Our customers are doing the same with us. Once a judgement is made it is not easy to change it quickly. A judgement will have an impact on how we will behave afterwards. So go for the pole position and do everything you can to shine from the start.
When I go on a customer visit I do not think about that person as a customer but as one of my friends and I treat every customer as my best friend from the start. You know what? They will feel your intentions and that will install basic trust much faster. In the first encounter the trustbond is starting up. Do whatever you can to install that trust, it will help you get deals faster
I hope these insights help you with your future sales meetings. If you want more information about what TC3 can mean for you and your sales team, don’t hesitate to contact us!