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#OtvTIPS: How To Make A Good Impression With Your Customers

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Being able to close sales is the most
important task for any business.
Revenue is what will move your
company away from relying on
investors, and to get there you’ve got
to be able to sell your product. While
lead generation is important, there’s
no point in generating leads if you
can’t close on them.
Unfortunately, many entrepreneurs
fail at making a sale by giving a bad
first impression. If you’re going after
new business, you have to be able to
gain your client’s trust. Giving off a
great first impression is one of the
first steps to do that. Here’s some
rules to follow that will help you get
off to the right foot in your next
client meeting.
1. Dress The Part
This mistake is common for tech
entrepreneurs. I still remember one
of my clients I met a long while ago ,
where I walked in to meet a client in
a hoodie and jeans. As soon as I
went to shake hands, I could
immediately tell that something was
wrong. The potential customer was
dressed with slacks and a sports
shirt, and was surprised when he
saw my wardrobe.
While dressing up may not be
something you do at your office, you
need to make sure you look the part
when you’re meeting clients. You
want your customers to take you
seriously, and you also want to show
them respect. Think about it from
their point of view. When customers
first look at you, they subconsciously
are already making judgments. Is this
someone I can trust with my money?
Does this person seem responsible?
It’s always best to overdress than
to underdress. Don’t take any
chances on this. When you look
sharp, your customers will take you
more seriously and you’ll have a
much easier time closing the deal.
2. Smile
Having a big smile when you first
meet with a customer goes a long
way. Many times, founders get
nervous for their first couple of sales
meetings. This nervousness affects
their ability to think positively, and
away goes their smile. When first
meeting a customer, it is crucial that
you make them feel comfortable. The
easiest way to do that is through
your facial expressions. They say
smiles are contagious, and data
suggests that smiling boosts your
mood. When you get a customer in a
positive mindset, selling becomes
much easier.
3. Don’t go straight into the pitch
A common mistake many people in
sales make is going straight in for the
pitch as soon as they shake hands. In
most cases, this is not a great
strategy. Have you ever looked at
people who are exceptional at
selling? When you look closely, you’ll
notice that they’re masters of small
talk. They become friends with their
clients, and find similarities outside
of work. Then after they’ve
established a friendship, they have a
fluid transition into the sell.
Bill Clinton, for example, is known as
a master networker. What makes him
so great is that when he speaks to
you, you think you’re the only thing
on his mind. This is what helped him
get the buy-in he needed to become
president, and it’s what will help you
lock down clients.
4. Take time to learn the problem
A strategy that I’ve been using lately
for meeting customers is taking
detailed notes of their problems and
challenges on my mind first while
conversation is going on and latter
documenting the potential problems.
At the beginning of the first meeting,
I’ll make sure I understand all the
important problems that my potential
customer has. This makes the person
I’m speaking with aware that I am
more focused on listening rather
than talking. It also helps me,
because I can review the notes
afterwards and see if our solution is
solving the right problem.
When you’re in conversation with a
customer, make sure that you don’t
begin your pitch until you
understand the customer’s pain
point. When you have an
understanding of the problem, you
should then tailor your pitch to
address just those issues.
Remember, customers don’t buy
products, they buy solutions.

This article was written by Obi Anthony and was originally published HERE.

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