Four Proven Tips To Make a Good First Impression With New Prospects

Okay, it’s time to give your mother credit.She was right when she told you, “You only get one chance to make a good first impression.” How many times did you hear this in your teen years as you were heading out the door to meet your girl friends parents or later when interviewing with a potential new boss? Well, mom was right and her favorite adage couldn’t be more true than when it comes to sales.That’s why I’d like to share four principles I’ve found to help you make a great first impression on prospect, earn the role of a credible and trusted advisor, and win their business.

1. Respond to all leads – Sometimes the simplest action can have the biggest impact. If a buyer has invested the time to contact you, it is likely he or she has genuine interest in your company’s products or services. (It is generally accepted that buyers have typically completed a substantial portion of their buying process before they engage with a salesperson.) Studies have also shown that a very large percentage of sales leads are never followed up by sales. We’ve trained potential buyers to not expect a response to their inquiry. Imagine what a strong impression you will make when you actually follow up with them?
2. Be responsive in Zero-Time – The sales team that is the first to respond with complete answers to a customer’s questions dramatically improve its chance of winning their order. Remember, being first to respond is responsive only if you can provide the prospect with information that helps them progress in their buying process.
3. Maximize the buyer’s return on time invested. Create value for your customers while selling to them. Help them get their job done efficiently with crystal clear communications that quickly provide answers to their questions. They have other possibly more important and profitable things to do with their time than spend time with salespeople.
4. Provide insights that illuminate the problem the customer needs to solve. According to Forrester Research, 65 percent of the time executives go with the vendor that helps them establish their buying vision for the ideal solution for their problem. A buying vision is like a mental test drive of that hot German sports car that you picture yourself dipping through multiple switchbacks as you climb an Alpine mountain pass. Help your prospects envision themselves “behind the wheel” of your product or service.

And, finally, once you earn the first sale, how you manage the customer relationship will be more influential in determining the probability of repeat business than are your product’s features.Oh, and one last suggestion, take a moment to thank your mom for her sage advice.