As I sat in my car a couple of weeks ago, woefully stuck in traffic, I began to reminisce. I was thinking with a new Decade here now how different things were done no so long ago. I thought about how doing business is so much different today than it was 20 years ago. Back then, clients were happy to get a phone call returned within a week, as opposed to today where a 20-minute delay can sometimes make or break a deal. And deals were closed back then with a face-to-face conversation, not over the internet. As I laughed at myself for sounding so ancient, it occurred to me that many of the fundamentals of business are still very relevant, and practicing them can help set you apart from the competition.
Never Be Late Or Just On Time. Arriving on time to a client appointment is late and it doesn’t reflect well on you. Make sure to arrive at your client’s office or meeting location 15 minutes prior to the scheduled time. This gives you time to gather your materials, walk to their office and arrive five minutes early. You would be amazed at how greatly such a small detail matters to your client. It tells them that you respect their time and thus you respect them.
Dress To Impress. You don’t have to wear a suit but just because your clients wear jeans to work every day doesn’t mean you should wear jeans to a meeting with them. The way you dress and present yourself becomes your identity—let it be a professional one. The old saying still holds true: You never get a second chance to make a first impression.
Know Your Client. Research your client, not just the company. Prior to a meeting, check out your client’s social media presence on Facebook, Instagram and LinkedIn. If he or she has a new baby, recently adopted a dog, went on a fabulous vacation or celebrated a win for their favorite sports team—these are great openers to a meeting. Acknowledging personal news goes a long way in letting your clients know that you are invested and interested in them as people—not just wanting their dollars.
Be Prepared. Know what you are presenting prior to going into your meeting. What are the order minimums, pricing, production time, etc. on the products or services you are suggesting? More importantly, be prepared for possible snags or objections. It’s ok not to have all the answers, but you should have most of them without having to pore over a catalog or search a website with your client present.
Engage Your Client. When you arrive at a meeting, don’t just dump samples and catalogs on the client’s desk. As you are asking questions and presenting, if the client seems engaged in a product or idea, that’s the time to pull out a sample or service guide and talk about how it can be incorporated into a solution. By being more purposeful in your presentations, you come across much more as a professional and less like a salesperson.
Limit The Choices. Don’t overwhelm your client with too many product/service choices or options. When choosing products to show clients in a meeting, limit them. This allows you to guide your clients in the direction you want them to go and for them to feel that you are coming in with true solutions, not just guessing at what products or services they will pick.
Ask For Recommendations. If you are presenting to a large group of prospects and clients for whom you have done previous work, ask a few to share feedback with the rest of the group about their latest experience with you. When others see their peers having great experiences, they may be encouraged to consider working with you as well.
Email Their Favorites. As soon as you get in your car after a meeting, send your client a quick email with a note of thanks for their time and attach pricing and pictures of the items they were interested in. This will remind them of what they liked and encourage them to place the order.
Handwrite Thank-You Notes. After an order closes and you know the client is happy, send them a handwritten thank-you note using a quality notecard or stationary. A personal note has so much power but is seldom used today so it will stand out among all the digital clutter in their world.
Remember Birthday Cards. Whether you use the postal service or an automated online service to deliver birthday cards, this small, personal gesture really does set you apart from those who simply post birthday greetings on Facebook.
This is not a world where you can just call it in and expect extraordinary results. Success takes a purposeful intent on your part. Put your best foot forward every day and take the time to do the things that will make a difference. You will see the results.
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Reprinted from PPAIMedia - MICHELLE SHERWIN