Our main goal, when first meeting a client or Prospect, is to remove fear and allow them to relax. We all have a natural fear of being sold. For this reason, it is important, in your original contact, to create confidence — not fear. Below are the four steps involved in meeting a client or prospect:
- Smile almost to the point of grinning. Some people have forgotten how to smile because they don’t do it much. The ability to smile pleasantly – – whenever you feel like it or not – – is an important sales skill.
- Look in their eyes. Shifty-eyed people cause us to question the honesty in their hearts.
- Greet your client / prospect properly. Study the person you are greeting for a split second and greet them uniquely. This is a great way to focus your attention on their individuality, and to get them to remember you.
- To shake, or not to shake, that is the question. Many people don’t want to be touched by strangers. Don’t expect to shake hands unless your client extends their hand. A simple rule is let your client determine if you shake or not. The important thing is to get rid of the idea that you must touch them.