Breaking the Ice and Winning Over the Client!
By Robert Moment
Wherever you turn these days you’ll find
articles covering every business strategy and tactic available
to man, from how to make a great presentation to strategies
for success all the way to negotiations and prospecting and
getting a client to commit. But hardly anyone touches on the
subject of breaking the ice with a new client and winning them
over.
Experts say it takes only three seconds to
make a first impression. That doesn’t give you much time to
dazzle someone with your professionalism and polish,
especially since it’s so difficult to change a first
impression. Naturally that leaves most of us a bit concerned
when meeting someone for the very first time, especially if a
lot is riding on your presentation.
Since your success is based heavily on your
approach along with your understanding of the potential
client’s goals and purpose, it is up to you to plan for that
first moment of breaking the ice. If you investigate the
approach and attitude of top producers you’ll discover that
they all use some similar strategies for meeting and greeting
a new client. Because they know just how important it is to
prepare for the first meeting and how crucial it is to break
the ice correctly, they come well prepared.
Consequently, whether your communication
begins with a simple e-mail message, telephone call or person
to person visit, the first contact is the most important. How
you present yourself along with the questions you ask
determines your success. And while there are no guarantees
that any one strategy will work every time, applying the
following few techniques will help make an impression that
will certainly impact your very next presentation.
Make Your First Meeting Count!
1) The first and most important strategy for
breaking ice is being fully prepared. And the best way to
prepare is by knowing all you can about the company or
individual you are planning to address. Prior to making an
appointment, conduct some preliminary research about the
company and individual so that you feel confident when making
the first contact. Bios or articles about the person are often
posted on the Internet so it’s usually easy to find
information. By knowing the company’s history or something
about the individual, you’ll be in a better position to know
what the prospect needs. Familiarizing yourself with the
prospect opens the way to conversation.
2) To gain the respect of a potential
client, there’s a lot more to communicating than just words.
Your body language and your tone speak as loudly as the words
you say, therefore each presentation must be offered with
cheerfulness and confidence. Needless to say, your overall
appearance is critically important to the way you present
yourself. Feeling good about your appearance is critically
important to the way you present yourself. In fact the
confidence you feel both about yourself and your product might
well be the primary ingredient for winning over a prospective
client. When it comes to speaking about your product and your
service, it is your confidence and belief in your product that
does most of the selling. So during the first moment of
meeting, greet the person with a firm handshake along with
good eye contact. Stand and walk tall, keeping your shoulders
back and your head erect. And don’t forget to smile.
3) We hear a lot today about the value of
connecting with a person, yet what does That really mean? A
connection comes when two people meet on common ground. One
way you can connect with a potential prospect is by being your
authentic self. Allow your personality, integrity and sense of
humor to shine through. If the person you’re meeting is aloof
or hard to connect with, they might just need a bit more
convincing. So rather than leaping right into the sales
presentation the minute you start talking, speak first about
some mutually interesting topics of conversation. If you did
your homework you already know something about the company or
the person, therefore you might try opening on a light note.
After a few minutes, when you’ve had some time to relax and
establish rapport, you can launch into your presentation.
4) There may be times when you meet with a
client and you don’t feel an immediate connection. Although
your first instinct is to run and find someone who’s a bit
more compatible, perhaps you might consider viewing the
situation from a new perspective. Consider it a challenge.
Trying to find ways to connect with the person and then
achieving it can be very rewarding. After all, your mission is
to be the most important resource to your client therefore
your goal is to impress the potential client with your ability
to solve their problems. Pay careful attention to what the
client really needs by actively listening. Don’t oversell or
try to convince the client that what you have is absolutely
perfect for them. State clearly and plainly how you’ll be able
to help the client. Basically, before quitting on a potential
client do your best to gain insight into the client’s needs.
If it doesn’t work, you’ll know you gave it your best shot.
5) Listening to what your client has to say
is extremely important. It may be basic Knowledge that one
should listen and not talk too much, but in our exuberance to
sell we often forget to listen. When paying attention to
conversation, you learn a lot about the potential client.
Therefore, a good rule of thumb is to listen more, talk less
and glean the knowledge that will help you understand the
prospect’s goals, concerns and overall needs. Ask questions,
but be sure to pay attention to the answers. Additionally, use
common courtesy by letting the prospect know that you
understand how precious time is to him. If you requested 30
minutes and the potential client agreed, respect that time
frame.
Breaking the ice can at times seem like a
difficult task, but if you’re genuinely committed to helping
your potential client, it won’t be difficult. Be sincere,
respectful and open-minded. Take the time to understand the
client’s needs and they’ll take the time to understand yours.
If you plan, prepare and manage the initial breaking of the
ice effectively, the potential prospect will soon be
considered a well-established business associate.
Robert Moment is a best-selling author,
business coach, strategist and the founder of The Moment
Group, a consulting firm dedicated to helping small businesses
win federal contracts. He just released his new book, It Only
Takes a Moment to Score, and recently unveiled Sell Integrity,
a small business tool that helps you successfully sell your
business idea. Learn more at:
http://www.sellintegrity.com
or email:
Robert@sellintegrity.com.
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