How Do You Greet A Prospect?
A common question during sales training seminars is, "How do I greet the prospect on the first call?" The answer isn't simple and requires some research.
First, pay attention to how others in the office refer to the prospect. As an example, do they call her Ms. Jones or Beverly. If everyone refers to her as Ms. Jones you should use this greeting when you meet her, and be aware that she is probably a formal person. Using the formal title can indicate that the person needs to feel important.
Second, ask the front-desk person, "What does everyone call Mr. Brown?" Listen carefully to his/her response, you will get many clues as to what kind of person you are about to pitch. If everyone in the company calls the president "John" chances are that he is approachable and warm. Just remember that being "approachable and warm" doesn't preclude being a tough sell.
Finally, what happens when you meet your prospect cold-calling on the phone? Listen to how he/she answers the phone. If he greets his callers with, "This is Bob," responding with, "Mr. Smith I'd like to talk with you about check guarantee," would not be appropriate. Mirror your response to how the prospect greets you.
Listen carefully, be polite, mirror the prospect's use of personal titles, and remain enthusiastic while you SELL!
[Go Back]
