Make them feel great
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou
I have shared many bits of advice and useful quotes over the years, but there are few that are as poignant as this one. In the sales profession, we are constantly making little impressions. Yes, first impressions are of utmost importance, but second, third, fourth, and even fifth impressions are equally important.
Every single thing we do and say with a potential client evokes some feeling from them. It is nearly impossible to give 100% warm and fuzzies to a prospect, but we must work to limit them having negative feelings toward us and our product.
If you are keeping score, a negative feeling holds twice as much water as a positive one, so we must work twice as hard to overcome them.
Piss a client off at the opening bell, and you will be playing from behind and struggling to get back on solid footing for the balance of the meeting.
Ever put your foot in your mouth upon meeting someone for the first time? How hard did you have to work to save face afterward just to make it back to sea level?
They had a reaction to you that was not only mental, but emotional, and depending on how bad you ticked them off, physical. They will not forget that feeling anytime soon.
Knowing this, it is of utmost importance that your clients have the opposite reaction. We must have them wanting to work with us. Their reaction upon seeing your number on the Caller ID needs to be one of “I can’t wait to talk to him again, he’s good people” vs. “I’ll send him to voicemail because he rubs me the wrong way.”
Remember, as humans, we run toward pleasure and away from pain. If your presence is considered painful or a burden of any sort, you will be on the train to ignoresville before you know it.