If you are an entrepreneur on a sales team, there are basic sales etiquettes and unwritten rules you need to know about. From the first impression to a long-lasting business relationship, learn more about basic sales etiquette that are common knowledge but are rarely utilised.
Once you have made a first impression, you will never again have a chance to redo that moment. If you made a bad first impression, then you are already on the back foot. In that instance, there is a very slim chance of landing that sale. Therefore, you need to be proactive and purposeful in the impression you make on a potential client.
Appearance is everything
You’ve heard the saying: “It’s not what you say but how you say it”. Nothing could be more accurate. 93% of how the client perceives you has nothing to do with what you say. If you are meeting a client and they spot you across the room when you arrive, before you have even reached them to say hi, they have already made judgements based on your appearance.
Clients will look at you from top to bottom, starting with your hair. You need to make sure that your hair is not only professional but well maintained as well. If you are going to colour your hair, then you need to make sure that you don’t have unsightly regrowth.
Next is the face. A smile can turn everything around. When you smile at someone, they feel compelled to smile back at you. When they smile they subconsciously feel that they have a reason to smile which can only benefit your first impression.
Finally, we need to consider how we are dressed. If you want to be taken seriously then you need to dress seriously. You wouldn’t wear a suit to the beach, so don’t wear flip flops to a meeting. If you don’t take yourself seriously then you can’t possibly expect your clients to take you seriously.
When you focus on making a good impression through your appearance then you are already on the road to success and what you say can only reinforce that success.
Let’s get talking
When you talk to someone and the first few sentences are focused on themselves without you prompting them with a question, then you tend to lose interest very quickly. The same applies to your potential clients. When you start your first few sentences and you talk about them, you are indicating that you are taking an interest in them and are genuinely interested in a business relationship rather than just getting their money.
A good place to start is thanking them for taking the time to meet with you and don’t forget to use their name. People love to hear their own name and everyone likes to be appreciated. If you have arrived with work colleagues, then don’t forget to introduce them in order of hierarchy. Always start by introducing the client as they are the most important person there.
Landing the sale
You have made your first impression, but it doesn’t end there. Your body language will tell the client more than what you are saying. If you lean in toward them, they will get the impression that you are interested in what they are saying. Rolling your eyes or folding your arms are obvious signs that you are bored and completely uninterested. Even if what they are saying is extremely boring, always show an interest and try to take in what they are saying. If they are telling you, it’s clearly important to them.
Chances are that the client will want time to think it over. Try not to look too disappointed. Make sure to set a timeline on when they will get back to you. If you don’t hear from them by then, you should follow up.
Keeping the client
The best way to show the client that you weren’t just after the sale is by maintaining a relationship with them.
- Follow up now and then to see how things are going
- Make sure that they are getting what you originally promised them
- If they are happy with the after sales service then they will be more likely to buy from you again or even recommend you to their friends
Make your clients feel special
One thing you need to remember is that people want to feel special. Most of the time they will buy your products or services based on how you make them feel. Your clients will buy your products if they feel like it is a worthwhile investment, but they essentially also buy you and the experience that you offer them. If you treat every client like they are your only client, they will appreciate the level of service that you offer and will more than likely want to use your brand. Remember that nothing will ever replace the human element in sales. The only things you should automate are internal processes as they ultimately make things more convenient for both you and your clients.
Retain your clients
The goal of any business is to ultimately gain new customers and clients as well as retain their existing ones. These tips will equip you to better your sales and the relationships that you develop with all of your customers. Your clients will always appreciate the effort that you put into their experiences they have with your brand.
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