Your 7 step sales process for winning sales introduction
We all know the often overused saying that you never get a second chance to make first impression. It really only takes a few seconds for our little grey matter to pass judgment on what or who is in front of us. Getting your introductions right is so very important.
Whether you work in a small business or sell full time, every sales introduction to a potential new client most definitely has to count.
All Businesses have to make every introduction count
Now I want you to do two things.
First I would like you to think about the following.
- How many potential new customers you met in say the the last 30 days.
- How many did you meet face to face whether at a networking event, or maybe by accident in a coffee shop?
- What did you do?
- What did you say to them?
- What about those people you spoke to over the phone and are they any different?
- Are the people you have communicated with via social media or email any different?
Secondly I would like you to now count how many of those people you communicated with for the first time, are now your customers. Is that any better or any worse than the previous 30 days and do you know why that might be?We don’t know where our first impressions come from, so we don’t always appreciate their fragility - Malcom GladwellClick To Tweet
The 7 step sales process for turning more of your sales introductions into cash
Ensuring you get the most from your time in front of your prospect is so very important for anyone who needs to generate sales. Those working in a small business usually have more than one hat they need to keep changing, so getting your introduction is right is vital to keep the cash flowing in, not out.
- Look the part and smile – Think carefully about the visual aspect of what you do and how that may affect a potential client’s perception of you. A gardener would most likely be in smart work wear with steel capped boots, but a lawyer promoting legal services may make a better first impression in a black or dark grey suit.
- Speak clearly – Hold your head up and speak slowly. This will ensure your introduction easier to understand so your potential client will clearly understand what you have said.
- Opening Benefit Statement (OBS) – This is not a chance to pitch your services. A great OBS will stimulate the prospects interest and give you the chance to qualify the potential opportunity.
- Outline your objective – Don’t be afraid to say why you are there and what you are looking to achieve. For example, the gardener might say they are looking for people who are struggling to keep their gardens neat and tidy.
- Seek their permission to continue – Don’t assume they are interested in what you do. Ask if they would like to know more so you are not wasting their time or more importantly, yours.
- Ask to take notes – This achieves two very important things. Firstly, taking notes demonstrates interest in your potential client, though in a networking situation you might only be able to manage this on the back of a business card or sticky note. Secondly, you won’t remember everything they say and may miss out on a buying signal.
- Quickly qualify in or out – If it becomes apparent that the person you have introduced yourself to is not your ideal client, then politely, but swiftly move on. You are wasting their time and yours if you continue.
“First impressions matter. Experts say we size up new people in somewhere between 30 seconds and two minutes.” Elliott Abrams
So according to Elliott Abrams you have only 1 minute and 30 seconds to impress your potential new client and start to build that oh so important working relationship with them.
For more help with getting in front of your ideal clients, then get your access to my new online sales training “Get the Meeting” right here.