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W 1. Begin
by shaking hands.
It may seem rudimentary, but there are actually people who fear or dislike
shaking hands! (Even while it is a most accepted business practice).
Believe it or not, society puts a lot of weight on the merits of your
handshake. If your grip is too hard, someone will comment to you about it.
If it’s too soft, they’ll gossip about you after you’ve left. If
it’s absent, you can probably count on your information making it to the
round file shortly after your departure. A good, firm handshake,
complemented by sincere eye contact is the first step to gaining trust and
responses from your client. 2. Maintaining
good eye contact. Think about it for a minute. Have you ever wondered why
certain people won’t look you in the eye? Can you honestly say that you
trust them? Remember that the eyes are viewed as “windows to the
soul.” So even if you are not
out to pillage and plunder your potential clients, they will probably not
be willing to trust their business with you if you keep averting your
gaze. Suggestion: Practice a presentation with a close friend or business
partner, and have them ask you questions. The purpose of the exercise will
be to maintain eye contact, especially when a question has been asked of
you. If you can do this, you will probably find yourself seeing
more money in your bank account. 3. Listening.
In a jewelry store recently, a couple walked in with the intention of
purchasing a modest sapphire and baguette adorned wedding ring. After they
had stated their desires, the store clerk immediately opened her case and
brought out the opposite of what they had asked to see—a 3/4 carat
solitaire diamond band. “Here —this will look great on you.” The
clerk stood there waiting, as if the client was supposed to whip out their
credit card and buy it on the spot. Was the clerk listening? The customers
didn’t think so. They waited for another employee to assist them. 4. Asking
Questions.
Don’t just assume that you know everything there is to know about your
client’s needs. While today he might only need your processing or check
guarantee service, tomorrow he might have an e-commerce Internet
storefront, or need a stand-alone ATM in his physical location. Ask the
prospect about various aspects of his or her business. It may generate
conversation about various parts of your
business that they know nothing about. And that could lead to more
business for both of you. 5. Share about your company. Start by asking what their experience is with (check guarantee, credit card processing, e-commerce, etc). Then let them know how your business fits their needs better than anyone elses. Talk about your place in the industry, years in business, the customer service policy, help-desk, etc. Remember, many people are out there offering similar products with similar rates. It’s what you can do to make yourself stand out the most that will help make the sale!
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