As we come to the end of 2011 and the start of 2012, I want to spend the next four weeks looking at things you might want to incorporate into your day-to-day activities as you move into the New Year. Consider it our “ Success in 2012” series.
Presenting the Best You
A client and friend called me one day to talk about a problem. My mind was somewhere other than on that call and my responses to him weren’t very good. At some point in the conversation he said to me, “Michael, are you feeling ok?” I told him I was but had a lot on my mind. He said, “You once told me to be at the top of your game or stay off the phone.”
He was right and I apologized to him. Being at the top of your game is one of the most important things you can do. This means putting your best foot forward at all times, on the phone and in all aspects of where, when, how and why you present yourself to the buying public.
Dress appropriately. You won’t get a second chance to show that you really are a respectable business owner. Your clothing should be neat and clean, pressed as needed and fit you well. Wearing work clothes on a sales call doesn’t get the job done. You will make an impression, but it will seldom be a good impression. Don’t forget your shoes – they need to be clean and presentable as well. Wearing boots or tennis shoes hardly portrays a professional image.
Your hair should be neat and trimmed. That applies to both men and women. You should always shower before a sales call as you can’t be offensive and convincing at the same time. Your vehicle should be clean and functional – park where it won’t drip oil on the potential client’s driveway or other parking areas if that’s a risk. You should have company signs on your vehicles and you might consider putting QR codes on that signage as it will make it much easier for your clients to reach your web site. You should always have a business card ready to hand to the person you are speaking to. In short, make yourself available.
Return every phone call the same day or by 9 am the next day. Be on time to every appointment. Even being 1 minute late to an appointment means you’ve broken your first promise to your potential client. Go to every sales call with the mindset of finding out if the potential client qualifies to buy from you, not to be qualified by the client.
In short, be at the top of your game every day, ready to do business with anyone who needs your help or service.
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A very wise man once told me to always be early for an appointment. If you’re on time – as scheduled – you’re too late. If your client sits around, waiting on you, you’re wasting his time.
I try to be 20-30 minutes early for an inspection so I can get a lot of stuff out of the way, and it’s always a good impression for the client to arrive and find you already doing something – even if it’s paperwork or taking pictures.
Thank you Michael.
My brother and I have just started a Roofing business. I believe most of the leads we have closed are due to the principles you have described in your article. It is also about being genuine and sincerely wanting to help. Right now we are working on the sales aspect of our business, I think I will purchase your book, we need all the help we can get.
thanks
Sean
Appearance is key to closing business deals. When I present myself to potential clients, my business dress alone helps them to trust in my abilities to perform the computer repair tasks that I promote. Something as simple as dress code is overlooked by those who like to feel comfortable.
Please fell free to add me as your network connection, if there is anything we can do as a team to help eachother to reach our goals let me know.
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