We’ve all heard the phrase, “You never get a second chance to make a first impression.”
When it comes to sales, this is definitely a true statement. In our business, if we want to truly be successful, it’s going to require being a good cold caller. When you walk into a business for the very first time, your prospect is immediately going to form an impression.
First impressions are about likability, and likability is the gateway to building good connections with your prospect. If the merchant likes you, they will listen to you. They will engage in a conversation about their needs and situation and, ultimately, they will trust you.
Today, I would like to focus on how we, as salespeople, can be more likable. There are important and critical actions you can take that will positively impact first impressions and likability.
A smile will crumble any obstacle. A pleasant, sincere smile is the best way to make a great first impression. People are naturally attracted to those who are smiling. It’s vital that you are aware of your facial expression and you put a smile on your face.
Practice this as much as you can. Look in the mirror and smile. If you see someone without a smile, give them one of yours.
2) Be courteous
People who are rude, impolite, and discourteous are unlikable.
Basic manners are important. Put these manners to work in all interactions with merchants. People will notice.
There is also a fine line here. It’s important to be polite, but do not be a doormat. Remember that your time is valuable.
I see way too many salespeople walk into a business and the first thing they do is apologize for taking a merchant’s time. You will not be respected if you are weak. Be courteous, but also be confident.
3) Dress for success
The reality is that people do and will judge you based on what you wear, drive, and your grooming and appearance. Make sure you dress well. Wear the best and most professional garments you can afford. Ensure that they are clean, pressed, and put you in the very best light.
Always look your best.
You want to smell good, but make sure your cologne or perfume is not overpowering.
I have nothing against tattoos. But if you have tattoos, it’s probably a good idea to cover them up. You want to look professional when you are meeting merchants for the first time.
In this world, there are so many distractions. Stay focused on what you are doing. Wherever you are, be there. This is important when it comes to first impressions. You must have the self-discipline to shut everything else out and be completely focused on your merchant.
5) Be enthusiastic
Enthusiasm is contagious. Therefore, it’s important to convey enthusiasm for your products and services. Your enthusiasm is driven by your attitude and beliefs, so it’s essential to work consistently to build and always have a positive attitude. Make sure your enthusiasm is genuine and sincere also.
6) Be confident
Being weak does not work. People who are arrogant turn people off. Confident people attract. Confidence is driven by your self-image, product knowledge, attitude, and the way you dress. When you look good, you feel good. Your level of confidence is a direct reflection of your willingness and self-discipline to invest in yourself. Walk with confidence.
Making a first impression is actually very easy if you focus completely on what you can control. Work on these areas and you will be amazed at the positive responses you receive. After all, we are selling ourselves. Be the best YOU that you can be.
Have an amazing week!