10 Tips On How To Create a Positive Image In Person.
1) Be punctual.
Allow for delays en route or, for example, a 15-minute walk from the nearest parking area.
Prepare your route in advance.
Check journey times and frequency of public transport - don’t rely on the latest train that will get you there just on time if nothing goes wrong.
If meeting on neutral territory, try to be there early so that you can familiarise yourself with your surroundings.
Telephone ahead if you are unavoidably delayed and are going to be late.
2) Take care with your personal appearance.
Be clean and well groomed - including hair, hands and fingernails.
If you are wearing leather shoes make sure they’re not scuffed.
Wear outfits that are smart but comfortable - you’ll find it difficult to concentrate if your waistband is digging in or your toes are pinched.
Steer clear of overpowering aftershave or perfume.
Avoid eating spicy food, drinking alcohol or smoking just before the meeting (or in worst case scenario ensure you have a powerful breath spray with you!).
3) On being kept waiting.
Don’t wait longer than is reasonable beyond the agreed appointment time (I’d say about 15 minutes), unless you are chasing payment or there is a viable and acceptable reason.
Don’t be obvious about it but keep your eyes and ears open and use the waiting time to observe your surroundings and learn from them as well as checking out any company literature that may be provided in the reception area.
Be aware that any conversation you have with the receptionist/secretary/etc. could well be related to the Decision Maker later.
If you must conduct other business on your mobile telephone whilst waiting, do so quietly and discreetly.
4) Be aware of your personal mannerisms - and tame the disagreeable ones.
Don’t jiggle change or keys, drum your fingers on the table or your laptop, keep flicking your hair back or scratching your nose, for example - the first habits are irritating, the last two make you look nervous or potentially dodgy.
Any habit you have has been learned - if it’s irritating, unlearn it!
Use your eyes wisely in the meeting.
Look the prospect in the eye when talking to him, but don’t stare at him as though you’re trying to hypnotise him!
Observe what his body language is indicating to you - is he looking everywhere but at you, leaning back in his chair, playing with a pen or an executive toy - if he is you’ve lost him, and you need to get him back PDQ.
If you are meeting with a group of people and the chain of command is not obvious, for instance he or she who does most of the talking is not necessarily the ultimate Decision Maker, look to see who the group look to for approval or defer to, and make a point of subtly visually acknowledging that distinction.
6) At the same time use your ears.
What is your prospect’s tone of voice - is it bored, aggressive, interested or eager - and adjust your pitch to accommodate it - but never be aggressive back.
7) Don’t “pounce”.
Be careful not to pounce on your prospect and continually interrupt him – not only is it likely to be extremely annoying to him but also you won’t be giving him the opportunity to open up and provide the information you need in order to progress your goal - let him talk.
8) Avoid potential pitfalls.
You may well be nervous but you want to appear calm and in control. So politely decline the cup of tea or coffee that may be on offer, thus avoiding the potential clattering of the cup in the saucer or, even worse, slopping the contents. Request a glass of water instead. Leave the water to one side until you are more relaxed and in your stride.
9) Project an aura of friendly professionalism.
You don’t have to smile all the time, in fact it would look decidedly odd if you did, but the smile should be there in your voice.
Don’t confuse this with familiarity - you are there as a professional, not to be your prospect’s chum.
10) Know when to leave.
Once you have achieved the objective of the meeting, or as close as you’re going to get to your objective, outline and agree next steps with the prospect and go!
Happy, successful meetings!
Lots more free tips and pointers can be accessed at http://www.sellingforbusiness.com
10 Tips On How To Create a Positive Image In Person - To learn more about this author, visit Linda Mattacks's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 Professional Telephone Selling: Project The Right Image
|
| |
“Professional telemarketing at its best provides a cost- and time-effective way to bring buyers and sellers together, and, through the art of intelligent conversation, gives them the opportunity to explore a potenti...
|
|
What Your Image Really Says About You
|
| |
We all have an image, whether we design it consciously or not. How we look and feel about ourselves is heavily influenced by our childhood experiences and our self-image as an adult.
|
|
Brand Enhancer, Detractor or Adolescent: Which One Are You?
|
| |
Entrepreneurs are busy people. When it comes to branding our company's, our focus tends to center around our products and services. Amy Elizabeth Casson suggests there is one other element on which entrepreneurs n...
|
|
Strategic Business Greeting Tips From Your Strategic Thinking Business Coach
|
| |
Do you realize that you only have about 5 seconds to make a positive first impression? And do you understand that the way you approach and greet someone will have a lasting impression on him or her and may set the ...
|
|
Another Technique Catalyst
|
| |
In the last issue I promised you more prospecting catalysts. You'll remember that catalysts do nothing on their own, they just make other things work well.
|
 |
Related Businesses - Evan Elite Authors |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Linda Mattacks
(Visit Linda's Website)
"Linda Mattacks is one of those rare
professionals who combine deep
strategy-awareness with a thoroughly
practical approach to business marketing.
What's more, she is as much a hard-nosed
and sales-driven results seeker as she is
an intuitive people person who understands
what makes everyone tick. She has built a
wealth of experience in sales training,
business research, marketing campaign
planning and project management. Linda has
helped organisations of all types and
sizes in the UK and Europe to learn more
about their customers and markets, and
turn that knowledge into revenue. Her
mature and human manner has won her both
business partners' and colleagues'
complete trust, which has opened many new
opportunities for all involved.” - Jaakko
Alanko - MD McCann-Erickson, Business
Division, London, England ... Linda
Mattacks M IDM (the Institute of Direct
Marketing) is a trainer and mentor. She
has developed Selling For Business, a
course that combines the sales, research
and contact marketing skills that enable
individual entrepreneurs and small
businesses to compete successfully with
large organisations. Please visit www.sel
lingforbusiness.com for more details
|
|
 |
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
