Meeting with a client for the first time can be difficult on the nerves—there is pressure not only to make an excellent first impression, but also be at your best sales-wise so that you can seal the deal. So how do you get past the stress and focus on the actual sale? Here are a few simple strategies to help you on your way.
Keep calm: Although you may have heard over and over how important the first few seconds can be to make an impression on your prospect, it’s important to relax and be yourself if you want to effectively steer your way through your meeting. If you get caught up in how you will be assessed during the first moments, your nerves will make you more likely to make mistakes and dwell on them instead of pushing forward. Keep the big picture in mind, and focus on the transaction as a whole, instead of zeroing in on one specific moment.
Share your enthusiasm: When meeting with a client, try and lighten the mood and show that you are positive and enthusiastic about the product you are selling. If you go into a meeting on a solemn note, you’ll not only come across as someone who is not passionate about their work, but also take away from your prospect’s confidence in purchasing your products.
Loosen up: When trying to make a good first impression, many of us can get too caught up in our own body language, stiffening up and giving off a feeling of awkwardness and discomfort. Try and keep your manner natural and approachable, so that your prospects will feel comfortable in turn. In addition, try not to worry too much about the effect of your handshake—clients no longer judge sales agents based on the perfect greeting—just meet, shake hands, and move things forward.
Pay attention: Keep your prospect centre stage during your meeting by turning off your phone beforehand, and avoiding any unnecessary distractions. The more individualized attention you can give each potential customer, the more likely they will be to have confidence in your ability to make their needs a priority in the long run. It’s never too early to start building toward your long term client-agent relationship, and letting prospects know about your dedication right off the bat is a great way to get things started.
