First impressions last
Let’s talk about how to be ready when opportunity knocks. Because I probably don’t have to tell you how first impressions last. Or do I? I hope not.
First impressions last way past your first meeting.
So, you gotta Get Ready and Be Ready for anytime it might happen. Like with initial consultations. When you first get in front a prospect, you want to share who you are and what you have to offer. Right? Because you wanna get them to work with you. And some people will get you right away. You won’t have to say a whole lot. They’re “in the market”. So, they’ll just be ready to go.
But then, some people…no matter what you say…they’re just not gonna “pull that trigger.”
And then there’s a majority of people who need to hear what I call “your sequential presentation.” And when they do, they’ll wanna work with you. So, what is that sequence?
Well, a lot of business owners want to throw it all out there right at the beginning. Not outta nerves…well, maybe sometimes it’s outta nerves. But they just feel like they’ve gotta share everything they do. Right?
I have a real estate background. And I’ve seen so many people, in a listing presentation, do that. Immediately they toss up all the info. “Here’s the CMA. Here’s the market analysis. This is what we’ll list your house for.” And they didn’t even take the time to get to know the owners.
You gotta build trust and rapport. There’s a whole art to that “beginning.” And you save the “goods” for later.
So, no matter what you do or what your service or product is…
Get the prospect on board with who you are. And you get on board with who they are. Then, see if you even have a working relationship. Figure that out first. And you can (and should) do that right at the beginning. And my RondaReady business coach CRM system shows you how to do that.
Then, you’ll find out what they need. After you establish some trust and rapport. And then, you’ll give them good advice. Because you’re a consultant. Not a salesperson. You’re an expert. And when everybody agrees it’s a good match because of your good advice, then you give ’em the goods. Then, you skip all that lousy feeling rejection stuff.
So Be Ready to build the relationship so your good first impressions last.
And, when you’re really, really ready to get ready, get RondaReady and…