AlturaSolutions publishes articles in the trade publications your end-customers read and trust, turning words into sales. This article, Be a Deal Maker not a Deal Breaker was published for client Tornado Industries
Marketing to your current clients is easy; they already know you and you have already built up a relationship with them. However, this is not the case when you start meeting with new prospects. To help you prepare, here are some marketing best practices that can help you become a deal maker and not a deal breaker when calling on prospective customers.
Be on time.
When selling services, prospects often equate punctuality with dependability and professionalism. Even if the prospect leaves you waiting, the prospect will note that you arrived when you indicated. If you are late, especially seriously late, their view of you as being dependable and professional will go out the door.
However, just to give yourself a little wiggle room, suggest about a 30-minute block of time for the start of the appointment. If you say you will be there between 9 and 9:30 a.m., for instance, most people will accept arriving during that period of time as punctual.
Meeting a customer is no time to wear yesterday’s shirt. While you do not have to arrive in a suit and tie, you should look clean, neat, businesslike, and professional. Also, it is always good to wear clothing with your company logo on it.
Keep a distance.
When first meeting the prospective customer, he or she will likely feel a bit more comfortable if you stand a couple of feet away from him or her. Once the prospect takes your card and you begin the walkthrough, you can stand a bit closer.
Make the walkthrough count.
Deal makers always make the walk through count.
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