Let’s face it, right now just about every sales organization is in overdrive when it comes to prospecting. We’re making more first time contacts with prospects than we have in a long time.

8 Do’s and Don’ts For Those Initial Meetings

1. Don’t obsess about first impressions. Yes, those first twenty seconds are important and can set the foundation for a relationship. I’ve observed, however, that many sales professionals become so fixated on first impressions that it makes them nervous, which paradoxically results in having more difficulty making a good first impression. Recent research is showing that first impressions in sales are not as important as we once thought. A poor first impression can be repaired with a prospect. Be yourself. Relax.
2. The holy grail of the perfect handshake. There are actually books written about how to shake someone’s hand in sales. I’m not making that up. For heaven’s sake, give a reasonably firm handshake when appropriate and move on. It’s simply a social courtesy. The prospect hardly even notices. This is a leftover from 1950’s sales training.
3. Stop concentrating so much on your body language. When you look like a mannequin, you don’t look relaxed and approachable. In doing research for this post I found yet another sales training article where the author writes about how our words only represent seven percent of our communication. Wrong (see Further reading below). Your words convey the bulk of your message. If you’re sincere, your body language will naturally reinforce your words.
4. Show energy. People hate buying from slugs. I don’t mean that you should act hyperactive; I mean you should act as if you have passion about your prospect and your job.
5. Never apologize for any shortcomings – whether real or not. Saying, “I’m not as prepared as I would like to be,” never makes you look good. Your prospect probably will not realize what is missing in your call. Don’t bring something to their attention that wouldn’t have been missed anyway. However, make sure you do prepare for the next time you call on them.
6. Please don’t overdo the name thing. Dale Carnegie was right when he said, “A man’s name is music to his ears.” However, most prospects don’t appreciate it when we go nuts on names. “Debbie, I think that you would be happy with this product that we can provide.  Debbie, this product would be a good choice for you. Debbie, what do you think?”
7. Narcissism is not cool. Ensure that the prospect always knows they are the focus of the sales call. They primarily care about what you know about them, not how much you can teach them about you.
8. Humor is good, but use it sparingly, if at all, during an initial meeting with a prospect. Comedy that bombs will hurt you more than a good joke will help. Having a positive disposition is much more important at this point in the relationship.

The Most Important Sales Tip
There is actually a ninth sales tip when meeting a prospect for the first time. It is the most important and encapsulates the eight listed above.

Never underestimate the unique value that _________ (fill in your name here) brings to meeting prospects and turning them into customers.

It’s not about your company; it’s about you.

©2010 Scott R. Sheaffer

Related posts:

1. First Impressions in Sales
2. A Question That Gets Even The Grouchiest Prospect Talking
3. Why Robin Williams Would Make A Lousy Sales Professional

Tags: language, listening, personality, Prospecting, prospects

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