Modern-Day Sales and Marketing Blog

When making a first impression, being transparent is one of the most endearing things you can do … just being yourself sets the tone for an honest relationship. Sounds easy, but how can you do that in a first meeting with a potential new customer? After all, this is the time to impress your prospects.

One strategy that I find works very well is to know your limitations and present one to your new prospect. I know this sounds crazy, but hang with me for a second and run through this scenario.

When meeting an executive from a troubled company, I explain that Vector Firm’s “turn-around” programs take at least six months … nine months if it’s a manufacturer. If they need development and acceleration, I’ll make an immediate impact and we’ll see progress right away. However, if they need a turn-around, it will take a while to do it the right way. My competition might claim an uptick within weeks, but that’s not realistic for anyone. After being candid about my limitation, my prospects trust me. If they still have interest in working together, I know that they’re likely qualified… and my prospect knows that I’m being real with them.

What’s a limitation that you can share up front that will illustrate your honesty and candor? It shouldn’t be a weakness that eliminates you from their consideration, but something that may not be that imperative to them. Figure out how to mix it in to your introductory meeting and you’ll gain their trust right away.