First impressions count - as you already know. You can recover from a poor first impression but it's difficult and who wants to make selling any more difficult? Did you also know that there are often several 'first' impressions?
Here are some things that you can do in your business today for free that could help you to make great first impressions - and become more likely to win sales and increase your profits.
Premises
If customers visit your premises - especially if you are in retail - what would be their first impressions of them? Try and walk up to and through the doors putting yourself in the shoes (and mindsets) of two or three prospects that you remember that didn't buy from you.
Do you look a bit grubby? Are there members of staff stood at the door smoking? Are there sales people eating lunch at their desks?
Also, if your premises are like a new pin, overly bright or slightly minimalist, do they have the effect of actually scaring customers away? I have worked with clients with palacial premises where customers look in the window and walk past assuming that the goods are too expensive. Fine only if you are selling high end luxury goods, poor otherwise. Ensure that your premises are representative of your products - in the eyes of your customers.
Go and do this now. Do it yourself or with a colleague or better still, a customer. But be honest with your appraisal; kidding yourself will not increase your profits!
Personal
Are you dressed appropriately? Even if you run a builders' merchants there's no excuse for sloppiness. Would a simple dress code or uniform be appropriate? Other than making a first impression, this is a great way to build brand.
Here are two free crackers:
Smile. Sure you've heard it before, but do all your staff smile every time when meeting a prospect for the first time? It is one of the most important things in selling.
Rapport. You can't sell if you don't establish rapport with a prospect. It is one of the things I cover a lot with all kinds of businesses. Here are some good tips to get you going. If they sound a bit strange, don't worry - a lot of other people do too - so they ignore them. Pick them up and you could be about to start pinching your competitors' sales:
* Listen very carefully to the first few words your customer says
* Train yourself to read their expressions instantly
* Ask questions that show you understand them (not just give an answer)
* Subtely mirror their body behaviour
* Try to match the speed at which they talk and operate.
Telephone
Everybody that uses a phone in your business should know how to use one effectively. Let me just repeat that last word - EFFECTIVELY. That means using it to make money.
Do you answer it politely and clearly? Again, don't assume that your customers don't care because they're trade customers - or whatever excuse you're giving yourself. Everybody wants to be treated with respect. How much easier do you think your life could become if you showed customers a little more?
Ensure that everybody who is ever likely to go anywhere near a telephone in your organisation is aware of this.
Time
Always keep your appointments. Don't deal in excuses. Do whatever it takes because lateness stinks of sloppiness.
Here are some things that you can do in your business today for free that could help you to make great first impressions - and become more likely to win sales and increase your profits.
Premises
If customers visit your premises - especially if you are in retail - what would be their first impressions of them? Try and walk up to and through the doors putting yourself in the shoes (and mindsets) of two or three prospects that you remember that didn't buy from you.
Do you look a bit grubby? Are there members of staff stood at the door smoking? Are there sales people eating lunch at their desks?
Also, if your premises are like a new pin, overly bright or slightly minimalist, do they have the effect of actually scaring customers away? I have worked with clients with palacial premises where customers look in the window and walk past assuming that the goods are too expensive. Fine only if you are selling high end luxury goods, poor otherwise. Ensure that your premises are representative of your products - in the eyes of your customers.
Go and do this now. Do it yourself or with a colleague or better still, a customer. But be honest with your appraisal; kidding yourself will not increase your profits!
Personal
Are you dressed appropriately? Even if you run a builders' merchants there's no excuse for sloppiness. Would a simple dress code or uniform be appropriate? Other than making a first impression, this is a great way to build brand.
Here are two free crackers:
Smile. Sure you've heard it before, but do all your staff smile every time when meeting a prospect for the first time? It is one of the most important things in selling.
Rapport. You can't sell if you don't establish rapport with a prospect. It is one of the things I cover a lot with all kinds of businesses. Here are some good tips to get you going. If they sound a bit strange, don't worry - a lot of other people do too - so they ignore them. Pick them up and you could be about to start pinching your competitors' sales:
* Listen very carefully to the first few words your customer says
* Train yourself to read their expressions instantly
* Ask questions that show you understand them (not just give an answer)
* Subtely mirror their body behaviour
* Try to match the speed at which they talk and operate.
Telephone
Everybody that uses a phone in your business should know how to use one effectively. Let me just repeat that last word - EFFECTIVELY. That means using it to make money.
Do you answer it politely and clearly? Again, don't assume that your customers don't care because they're trade customers - or whatever excuse you're giving yourself. Everybody wants to be treated with respect. How much easier do you think your life could become if you showed customers a little more?
Ensure that everybody who is ever likely to go anywhere near a telephone in your organisation is aware of this.
Time
Always keep your appointments. Don't deal in excuses. Do whatever it takes because lateness stinks of sloppiness.
Links To Further Information On This Subject:
* NLP
* The Power of Attraction
* Virtual Marketing Director
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* NLP
* The Power of Attraction
* Virtual Marketing Director
* Subscribe to FREE Email Updates
* Further Resources
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Get More From Jon
Selling
First Impressions
Contractual Sales
Closing
Influence
Top Tips
Objections
Marketing
The Amazing Difference
The Traps
The Power of Attraction
Advertising
Testing & Measuring
The Internet
Pay Per Click
Direct Mail
Public Relations (PR)
Telemarketing
Customer Service
Word of Mouth
Mindset
Who Are You?
What Do You Do?
Invest In Yourself
Wealth & Success
Your Friends & Family
Serendipity
NLP
Hints and Tips
Simplicity
The Key to Success
Potholes
Business Success Group
Further Resources
Contact Us
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