One of my favorite sci-fi movies is the prolific Star Trek
- First Contact film. The Borg, perhaps the greatest threat
to humanity ever conceived, travel back in time to prevent
first contact, the day where the Vulcans, an advanced
society, decide to pay a visit to Earth. Entertaining? You
bet! Most of our sales first contacts however, are far less
dramatic, although no less important, at least to the
development of our business base.
Our first contact with a prospective customer is our first
impression. It is both our personal and company
introduction. It may be the first exposure of our brand to
this prospect. First contact is our opportunity to
establish our credibility and set the stage for the future.
If handled properly, the sales door is opened and the
beginnings of a successful, long-term relationship have
been established. If handled poorly, that same door may be
closed forever.
Is first contact that important? Can this initial
impression carry that much weight? Yes and yes. Our
prospect must perceive us as a valuable asset, one that
they need to have on their side. This perception must begin
with that very first contact, as we may not get a second
chance to establish our worth to them.
First contact must establish us as both a valuable and
necessary asset, a great find. Our prospects must see
enough value to warrant additional visits, leading to our
opportunity to provide real solutions, culminating in new
sales opportunities. If handled well, our new customer will
become a source of referrals, providing many additional
first contact opportunities in the future.
The following are eight basic steps to establish early
credibility with your new prospect:
1. Do your homework. Know some basics about your prospect.
2. Understand their industry and general issues.
3. Associate your experience with this new opportunity.
4. Ask open-ended questions.
5. Use their industry terms and vocabulary in conversation.
6. Pinpoint a pressing issue that you can address on your
next visit.
7. Set an appointment for that specific purpose.
8. Arrive at your next visit fully prepared to provide the
solution.
This early attention to establishing your credibility and
authority in your field will pay huge dividends as your
fledgling relationship develops into a new customer. Never
under-estimate the importance of your credibility and the
early perception of confidence in your innate abilities to
provide solutions for your new customer.
Customers buy solutions from suppliers they have faith in
and trust to do the job right.
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Daniel Sitter, author of both Learning For Profit, and
Superior Selling Skills Mastery, has garnered extensive
experience in sales, training, marketing and personal
development spanning a successful 25 year career.
Experience his blog at http://www.idea-sellers.com
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