Scenario: You are seated at your favourite restaurant, as usual, having the Bacon Double Cheesed Stuffed Burger, as usual, usually because you had a great day. But this day is not the same. It’s just different. The music seems to sounds a bit more harmonious, the cheese tastes just a bit creamier and Kamau, your usual waiter, is a bit nicer than usual. The conclusion you are about to make is that it’s going to be a nice night until you see her.
Your heart rate is now going crazy, a bit more than usual and suddenly you can’t make head or tails whether to send her a drink first or abandon your table and join hers or ask the waiter to secretly find out her name or send over a note “Your are the most beautiful thing I’ve ever seen or..
The possibilities of that first approach seem endless but the winning one would be the one that creates the perfect result…a chance to see her again. One that results in, a bit more.
The Power of the First Impression.
The art of romance and that of sales have never been that different. The end game has always been the close. The how? The when? The why?
When a sales person spots a potential buyer, their eyes immediately pop and their heart begins to race. They immediately remove their cards from their cardholders and like moths to a flame propel themselves to the potential buyer’s surrounding. There, they have forced the buyer to take their cards and what seems like given ‘themselves’ a meeting with the potential buyer.
Yes! You have The Meeting. The Meeting you have been hoping for all month. It’s time to hone that super presentation…or is it?
Do you think the CEO wants to hear someone talk about themselves and what they have to offer for 30minutes?
He already has your card, which believe me is not the best card that he has ever seen in his life, and whatever you are selling, he already knows about. The only other wowing factor would be that you can list all your products and prices and potential discounts without looking at the actual literature(Which we are all sure you had a week to make sure that you can actually do it).
So why be the average sales person and do the most cliché thing ever. Why give up your edge, your ‘wow’ just like that.
The answer to a powerful business introduction is simple…BE DIFFERENT.
Salespeople are looking to differentiate themselves. They are providing value beyond their products and services to the customer, something that will make the customer think they are superior to their competition.
What are you willing to change about the way you do business? So that when you get that CEO meeting he never forgets you. What will you do to ensure that great first impression, an impressive first impression that earns you a sale?
Here are some things that you can do
- Change your title
Make it fun, but serious. For example a Profit Producer^Productivity Expert^Creator of Great Ideas…
Now try with yours.
- Print your own card
It can’t be any worse than the one you are carrying. Use both cards- one for image and legitimacy and the other to prove creativity.
- Bring a fun idea
An idea that helps them, demonstrate value.
- Bring a short classic book or a fun one
For example a small book about the wisdom of Dr. Seuss or a classic book that makes the CEO think about himself. The best source for such is www.executivebooks.com.
- Bring an idea for improving and enhancing THEIR business.
This might take time, research and creativity, but will get you in the door and keep you there.
These are just some of the things that you can do to create a lasting first impression and one that will get you a referral.
Have a good day (‘’,)
