Most likely, there is a slew of competitors selling the exact same product and/or services as your business. How can you convert prospects into buyers? First impressions are one of the keys, but first we need to analyze the main buyer personalities.
The prospect that buys from who they like: This prospect puts a huge emphasis on customer service and they will buy from a person and a business that they feel most comfortable with. Once you convert this prospect into a buyer, you have a great chance of retaining a lifelong customer.
The prospect that buys a scarce product or service from whoever has what they need: This is usually a one time customer, however, this prospect can be converted into a lifelong customer.
The best price only prospect: This customer will continue to buy from you, as long as you have the lowest price. This customer is usually unhappy no matter what you do, always feeling that they didn't really get the best price. In some situations it may make sense to avoid selling to this prospect, but that is for a whole other article.
So, how can you put this information to work?
First, you need to realize that prospects who buy from people they like, make up the majority of your customer base. Prospects usually form an opinion of you in the first few seconds of the meet and greet stage. So, if you're not making a good connection during the meet and greet, you're only left with price shoppers and people who have to have what you are selling. Basically, you're losing a lot sales.
How do we go about making a good impression during the meet and greet?
We need to make sure that we're positive and upbeat, no matter what might be going on in our world. Smile, I don't care if you're using a phone for your communication method, the person on the other end can sense a smile. You also need to come off as a confident individual, that sounds like he/she is an expert.
Does what you wear matter? Hell yes. If you are meeting prospects in person, they see you before you ever open your mouth. Even if you are calling out to your prospects, if you are lounging in your shorts, you probably sound like you're at the beach. There is no such thing as being overdressed and you are only as good as you feel.
Work on a proper introduction and if you are face-to-face with the prospect, you need to be making eye contact. In a business-to-consumer environment, if a female is involved, always introduce yourself to her first. Do not forget to introduce yourself to the whole party, even if they're children. Please make a mental note of the names you obtain during the meet and greet and don't forget them.
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