Last week I introduced the idea that most of the companies we’re talking to are stressing about finding profit on the back end of projects – ordering smarter from vendors, designing better, being efficient on installations and many other ideas that are beyond a sales consultant’s core competence. While these practices are necessary to ensure profitability, there is an additional method that can help profitability that we tend to ignore – especially during economic slowdowns when everyone is penny-pinching. That method? Charging more!
In this series, I’m going to present five ideas to selling your way to profitability.
Idea #1: Don’t just make a good first impression. Make them addicted to working with you.
One of the best compliments and validations of the power of a first impression came from a long-time client of mine. After working together for several months, the owner told me that he was reluctant to call me but did because we were referred to them. He said that within a minute or two of our first call, he knew that he was going to work with us. His exact words were: “You acted exactly how I want my salespeople to act. I thought, ‘If he can help my salespeople make a first impression like this, then he’s worth every penny.’”
That’s the power of a first impression. But it’s not just a good first impression. You’ve got to blow them away and make them addicted to working with you. When you leave, they should be thinking: “We have to work with them – no matter how expensive they are.”
So, how can you do this?
First, don’t forget the basics of answering the phone politely, being early, dressing appropriately, smiling, offering a sincere compliment, and being nice.
Now, let’s make it awesome with a few ideas …
-
- Immediately understand their mood. Are they in task mode or are they ready to socialize? Ask them one simple question of “Are you ready for …?” and observe their answer. Your question can be about anything that is relevant: Are you ready for summer, football season, cooler weather, etc. The tone with which they answer will tell you if they’re in task mode or ready to socialize.
- Build appropriate rapport. The key word is “appropriate”. If they’re in task mode, then talking about vacations and cocktails is not appropriate, but if they’re ready to socialize, it might be.
- Connect with everyone on LinkedIn that is scheduled to be in the first meeting.
- Focus on their problems … not your solutions. Not yet. It’s not time to sell yet. It’s time to learn about them.
- Immediately following the first encounter, follow-up with a debrief email with specifics about the action plan.
- Immediately understand their mood. Are they in task mode or are they ready to socialize? Ask them one simple question of “Are you ready for …?” and observe their answer. Your question can be about anything that is relevant: Are you ready for summer, football season, cooler weather, etc. The tone with which they answer will tell you if they’re in task mode or ready to socialize.
These are just a few ideas, but you’re a pro … you know how to make a good first impression. Now take it to the next level to make an addictive first impression! If you can do this, your relationship will start with them feeling like they’d pay more for your services. Not a bad way to start!
See you next week with Idea #2.
###
Would you like to improve your sales or marketing results?
Click here to schedule a 15-minute call with a Vector Firm consultant to see how we can help.
