Sometimes the first meeting with a prospect can be a bit awkward. You know, after the business cards are exchanged, what do you say next? You've never seen this person and it seems a little rushed to immediately start the presentation. It may help to take a few minutes and get to know the person a bit before jumping in with both feet. Try the following transition phrases to start building a relationship with the prospect:
1. Your staff is very personable. Do you have special employee programs to keep moral up?2. I saw you in the paper (saw your company on the business page, etc.), do you have a PR department or do you do that on your own?
3. I saw an article about your type of business in Sunday's paper. Did you see it?
4. This is an excellent location. Do you get a lot of traffic from XY store?
5. It seems that you run the show around here. How many hours per week do you work?
6. I see your plaque on the wall. Who is it from?
Given the opportunity, most prospects will tell you a bit about themselves. Armed with this knowledge, you will have a better chance of breaking the ice and leaving a favorable impression on the prospect, and a signed service agreement too!
