Now we understood the way to look the part to make the right first impression, and by that I mean a self confident “You”. Now we are going to see what to say, and also what not to say…
First Impression in actions
When you are going to meet someone, the first thing is that you are going to shake their hand. The hand shake is quite symbolic and transmits a lot of values. We have been able to see that in recent political encounters that handshakes are a subject of discussion. Think about a firm handshake, but don’t break your client’s fingers. Those might be useful to sign a check later on. Make sure you look at your client in the eyes, and smile!
What to say at first
Never thank anyone for their time, it means that their time is more important than yours… Instead tell them you are glad to meet them. You will stay even level with them. Now you need to establish that you are an expert at what you do… and you do that by asking them a question you know they don’t have the answer to… Good way to knock them off their throne, as you know people will research everything they can on the internet to study the subject, so make sure to find something relevant, but precise enough so you know they don’t have the answer to your question.
Asking questions, clarifying their needs
When you face a lot of so called sales people, talking about their products, their benefits, what you can do with them… Did they even bother to ask you what you are looking for? What are your needs? What do you really want? That’s the pit a lot of salesmen fall in. They are so excited about their offer that they forget to listen to your needs. They don’t know how to ask the right questions to learn more about you. Think 50% Listening, 40% asking questions, 10% affirmations.
I would recommend you to read a book by Dale Carnegie – “How to win friends and influence people” – there is a very interesting part about a dinner party and “asking questions”. The rest of the book is great too, and a very quick and easy read.