How many times have you heard that first impressions count for a lot? This is the same in any walk of life, from the look of your home to when you meet your other half’s parents for the first time.
When you’re trying to sell your product, or meet potential customers, this is extremely important too. No matter if your first conversation is on the phone or in person, you need to ensure nailing the opening lines.
From your initial conversation you’ll be setting up all future communication. You’ll want to get an understanding of the project they want completed and be forthcoming in how your service is different to other contractors they could phone up.
So how can you adapt your approach to create a better first impression? Well one excellent way is with how you take notes. Many contractors turn up with a blank sheet of paper and make notes accordingly, asking questions that come to mind.
It’s time to stop doing this. Create a ‘project discovery sheet’ which contains a list for you to accurately follow. This gives customers peace of mind that you have everything covered and puts you in a solid position.
On this sheet you’ll want to consider adding the following questions:
1. How did they hear about the company? This is always a good question to ask as it means you can target your marketing accordingly.
2. Have they completed a similar job in the past? It’s worth getting their previous experiences, so you know what they did and didn’t like before.
3. Do they know anything about your company? This gives you an opportunity to sell your services.
4. What is important to the customer?
5. Why specifically do they require work done right now?
Of course, this isn’t the only way you can create an excellent first impression, but it certainly helps. Remember that for an initial conversation it’s good to have the customer talking 70% of the time. If you’re taking over, it looks like a hard sell.
Don’t forget, you never get a second chance to make a good impression. It’s all on the first meeting so structure your pitch and make sure to come across well.