How To Seal The Deal In Seven Seconds
by Lydia Ramsey
Published on this site: August 4th, 2004
Can you close a sale in just seven seconds? You can do it even
faster if you make a great first impression. Seven seconds is the
average length of time you have to make a first impression. If your
first impression is not good you won' t get another chance with
that potential client. But if you make a great first impression
you can bet that the client is more likely to take you and your
company seriously.
Whether your initial meeting is face-to-face, over the phone or
via the Internet, you do not have time to waste. It pays for you
to understand how people make their first judgment and what you
can do to be in control of the results.
- LEARN WHAT PEOPLE USE TO FORM THEIR FIRST OPINION.
When you meet someone face-to-face, 93% of how you are judged
is based on non-verbal data - your appearance and your body language.
Only 7% is influenced by the words that you speak.
Whoever said that you can't judge a book by its cover failed to
note that people do. When your initial encounter is over the phone,
70% of how you are perceived is based on your tone of voice and
30% on your words. Clearly, it's not what you say - it's the way
that you say it.
- CHOOSE YOUR FIRST TWELVE WORDS CAREFULLY.
Although research shows that your words make up a mere 7%
of what people think of you in a one-on-one encounter, don't leave
them to chance. Express some form of thank you when you meet the
client. Perhaps, it is "Thank you for taking your time to
see me today" or "Thank you for joining me for lunch."
Clients appreciate you when you appreciate them.
- USE THE OTHER PERSON'S NAME IMMEDIATELY.
There is no sweeter sound than that of our own name. When
you use the client 's name in conversation within your first twelve
words and the first seven seconds, you are sending a message that
you value that person and are focused on him. Nothing gets other
people's attention as effectively as calling them by name.
- PAY ATTENTION TO YOUR HAIR.
Your clients will. In fact, they will notice your hair and
face first. Putting off that much-needed haircut or color job
may cost you the deal. Very few people want to do business with
someone who is unkempt or whose hairstyle does not look professional.
Don't let a bad hair day cost you the connection.
- KEEP YOUR SHOES IN MINT CONDITION.
People will look from your face to your feet. If your shoes
aren't well maintained, the client will question whether you pay
attention to other details. Shoes should be polished as well as
appropriate for the business environment. They may be the last
thing you put on before you walk out the door, but they are often
the first thing your client notices.
- WALK FAST.
Studies show that people who walk 10-20% faster than others
are viewed as important and energetic - just the kind of person
your clients want to do business with. Pick up the pace and walk
with purpose if you want to impress. You never know who may be
watching.
- FINE TUNE YOUR HANDSHAKE.
The first move you make when meeting your prospective client
is to put out your hand. There isn't a businessperson anywhere
who can't tell you that the good business handshake should be
a firm one. Yet time and again people offer a limp hand to the
client. You'll be assured of giving an impressive grip and getting
off to a good start if you position your hand to make complete
contact with the other person's hand. Once you've connected, close
your thumb over the back of the other person's hand and give a
slight squeeze. You'll have the beginning of a good business relationship.
- MAKE INTRODUCTIONS WITH STYLE.
It does matter whose name you say first and what words
you use when making introductions in business. Because business
etiquette is based on rank and hierarchy, you want to honor
the senior or highest ranking person by saying his name
first. When the client is present, he is always the most
important person. Say the client's name first and introduce
other people to the client. The correct words to use are
"I'd like to introduce..." or "I'd like to
introduce to you..." followed by the name of the other
person.
- NEVER LEAVE THE OFFICE WITHOUT YOUR BUSINESS CARDS.
Your business cards and how you handle them contribute
to your total image. Have a good supply of them with you
at all times since you never know when and where you will
encounter a potential client. How unimpressive is it to
ask for a person's card and have them say, " Oh, I'm
sorry. I think I just gave my last one away." You get
the feeling that this person has already met everyone he
wants to know. Keep your cards in a card case or holder
where they are protected from wear and tear. That way you
will be able to find them without a lot of fumbling around,
and they will always be in pristine condition.
- MATCH YOUR BODY LANGUAGE TO YOUR VERBAL MESSAGE.
A smile or pleasant expression tells your clients that you
are glad to be with them. Eye contact says you are paying attention
and are interested in what is being said. Leaning in toward the
client makes you appear engaged and involved in the conversation.
Use as many signals as you can to look interested and interesting.
In the business environment, you plan your every move with potential
clients. You arrange for the appointment, you prepare for the meeting,
you rehearse for the presentation, but in spite of your best efforts,
potential clients pop up in the most unexpected places and at the
most bizarre times. For that reason, leave nothing to chance. Every
time you walk out of your office, be ready to make a powerful first
impression.
(c) 2004, Lydia Ramsey. All rights in all media reserved.
Lydia Ramsey is a business etiquette expert, professional speaker,
corporate trainer and author of MANNERS THAT SELL - ADDING THE POLISH
THAT BUILDS PROFITS. She has been quoted or featured in The New
York Times, Investors' Business Daily, Entrepreneur, Inc., Real
Simple and Woman's Day. For more information about her programs,
products and services, e-mail her at [email protected]
or visit her web site http://www.mannersthatsell.com
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