ToDay monthly publication

There are good reasons to think through your initial contacts with a client and make sure you cover the important steps at the very beginning of this relationship. When you show your professionalism up front, the respect will begin immediately. Here are some basic tips:

#1 -- The best time to call and make appointments is between 9 a.m. and 4 p.m. Before 9 a.m., executives are most likely getting organized for the day and needing time to get everything in order. After 4 p.m., executives are worn out from the activities of the day and need to wind down. I know that by the time 4 p.m. rolls around at my office, I am burned out and don't want to make any more decisions. That wind down time for me helps me get sane again before I go home to my family.

#2 -- When you talk to the executive, tell him immediately who you are, what firm you represent, and ask if it is a convenient time for him to answer a few questions. If it is NOT good timing, ask him if you might call back at his convenience and that you will only take a few moments to explain your service or product to see if he perceives a need or want for his company. If he does show interest, make an appointment giving him two options of dates and times.

#3 -- Don't give him ALL the details over the phone. Save your sales presentation to give in person. Otherwise, there is no need for him to see you in person and face-to-face selling is much easier than over the phone.

#4 -- Arrive at least 15 minutes early for the appointment with your new client. This allows you time to freshen up, straighten out your thoughts, and meet the secretary or receptionist before you go into his office.

#5 -- Give the secretary your card, smile, and tell her who you are. Being a friend to a secretary can greatly enhance your ability to do business with her boss. You would be surprised how many sales people shrug off being friendly with the secretary and often the boss asks her opinion of a sales person. Also, you may need to contact him often by phone and you will more likely "get through" if she remembers you being nice to her. MANNERS MAKE A DIFFERENCE.

#6 -- When your client greets you, smile, look at him in the eye (since you can't look at him in both eyes at the same time), and shake his hand firmly... no weak handshakes, please.

#7 -- When in the office, wait for him to tell you where to sit. Put your personal belongings on the floor (NEVER on his desk) and keep any materials you will be discussing or showing on your lap.

#8 -- Be gracious and brief, unless he offers to open up the conversation on a personal basis and lets you know he has plenty of time to spend with you. Otherwise, respect the fact that he is probably very busy and on short time.

#9 -- Thank him for his time and conclude with another handshake and comment of appreciation for him taking time to visit with you. Try to make the next appointment while you are with him to save a phone call and delay of time.

#10 -- Immediately after the sales call, either write or dictate what transpired in the meeting, what sales goals were met, and what will be the next step. Outline what you must do to prepare and begin making plans toward your next meeting while it is fresh on your mind. WRITE EVERYTHING DOWN... both in the meeting and after the meeting. Our memories can't handle overload.

Good luck and good selling.