First impressions last

The goal of every functional organization is to be able to close sales.  But going after a new business  and striking a new deal is not easy because you must gain the trust and confidence of your client. If you really mean business, you must put the right foot  forward. Every sales person who knows his/ her onions strives to close deal at every slightest opportunity.

Now, is there ever a time when you generated a lead, had every chance of nailing it and then, it slipped away. What could have gone wrong? Well, you probably did not figure this one out, but dear, your bad first impression may have robbed you of your fat chances of making a huge sale.

So what do you need to do differently?

1. MIND YOUR APPEARANCE. You are addressed the way you are dressed. Sometime ago, I was heading a panel in a scholarly contest. I was highly impressed by a certain contestant’s presentation. But guess what? He wore a jeans trouser and a slippers. As soon as he climbed the stage, I could immediately tell that something was wrong. My co-judges were taken aback as well.  At first, it was difficult to take the young man serious. Besides, we perceived his dresssing as disrespectful. Of course his appearance took away most of his marks despite his brilliant presentation.

Yeah yeah, I understand that dressing-up may not be your thing but you need to make sure you dress appropriately for business, especially when you’re meeting clients.The more professional you appear, the more your chances of success.

When customers first look at you, they are subconsciously making up a profile for you.

They are judging you; Is this person  responsible?, Can I trust this person with my money? and so much more.

2. PLANT SOME SMILES.  This is the best and most affordable make-up you can ever wear. Your smiles are magical and everyone has the ability to smile. Even if you have a stone face, learn to wear a bigger smile when you first meet with a customer. It even helps you to overcome your nervousness , boost your mood and make your client comfortable.

3. MIND YOUR BODY LANGUAGE. Your body speaks at all times. The question is; What is it saying? Are you exuding confidence? Is your handshake firm enough? Are you maintaining eye contact? What of your posture, gesture and facial expressions.

4.LISTEN AND BANTER. Avoid the temptation to delve into the pitch as soon as you exchange handshakes. Hone your conversation skills such that you can make small talks, establish friendship and then sail on to business. While you are at it, be attentive. Learn to listen especially during introductions. Make sure you grab your client’s name and othercredentials .

I  hope that this piece has refreshed your memory.  ‘Success’ is when preparation meets opportunity. Always do your homework. Learn how to focus and have presence of mind. Try to understand the problem you need to solve.Remember, customers don’t buy products, they buy solutions.You may never get a second chance to make a first impression.

CHIAMAKA  BOBBY-UMEANO