3 Principles That Lead To An Effective Initial Contact
1) Clearly understand how important a 1st impression is to this process.
2) Create a strong and effective 30 second introduction of you and your product.
3) You must have an expert knowledge of your product and how it benefits your customers.
I have been told that a visual first impression takes less than 3 seconds. That really is a scary thought. In that 3 second period of time people form an indelible impression of us. What is unfair is that they don't even know us. It sounds very shallow doesn't it? However, it is reality in the profession of selling. You must address the following 5 keys in order to make the best first impression possible:
- Appearance
- Body Language
- Facial Expressions
- Tone of Voice
- What is said
Our appearance is vital to making a great first impression. This includes your clothing, your hair, makeup for women, and shaven or groomed for men. Let me just ask you; if you saw someone who looked exactly like you, dressed like you dress, everything just like you do when you are doing business and approaching people, what would your honest first impression be? Compare that snapshot of you with a person who is very successful doing what you do. If you are honest about these two questions, and the answer is yes, "I compare the same or better", then you are probably doing well. If the honest answer is "I wouldn't respect or want to do business with someone who looks like that" and "that snapshot doesn't look anything like that very successful person I know", then you should make some very serious changes right now!
You body language signals confidence or the lack thereof. I didn't say arrogance but confidence. Hands in your pockets or slumped stance signify I don't know and I don't care. However, a strong walk, straight shoulders and ready hands makes a statement of professionalism.
The key to facial expressions is to realize that people want to do business with someone who enjoys what they do and life in general. If you are not smiling when you are trying to make a great first impression then you are wasting your time. Intentionally, put a smile on your face. The smile should be the first thing that you put on everyday when you get ready to do business.
When you speak do you sound confident and competent? I didn't ask about what you said, but how you sound. Does your tone of voice lead someone to believe your are decisive and sure of what you are saying or does it bring the notion that you are meek and lack conviction? I am not looking for loud here, but distinct and clear tone. When you hear someone speak who knows what they are talking about, that is how your tone must be. You have got to practice this and it is good to do that with someone so they can hear you. Also, it is very effective to use a voice recorder so that you can listen back to yourself both practicing and in real time, so that you can consciously change your tone if you need to.
A first impression most always includes words, but very few. In most cases, it includes a "hello" or "welcome". Most importantly it must be polite and if known you must use their name. A polite tone with "Hello Mr Doe, it a pleasure to meet you" is a few words but very impactful. The key is to be business friendly with a polite greeting.
It is very hard to overcome a bad first impression. Your attention to the 5 keys above will prevent you from making a bad first impression. Put your focus onto how you look, both with how your dress and how you carry yourself. Do you habitually smile or least have a very pleasant expression on your face? Intentionally work on your tone of voice and what you say when greeting a new prospect. This takes commitment and dedication to do well all the time.
If you think about it anything you do well takes commitment and dedication, if you do anything as an after thought you usually fail. Take the first impression seriously and you will succeed.
Expect to Win!
--Jim
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