Ten Ways to Make A Positive Impression

10 points of advice in creating a positive impression

Those of us who are business owners, consultants, marketers and sales people must make good impressions on others if we are to succeed in building our businesses, growing clients, and making the sale.

**Ten Ways to Make A Positive Impression**

It begins with the way we look and speak and the ways we communicate our feelings and emotions.

I want to use this space, however, to focus on other ways to make a good impression. Here are my top 10 in no particular order. Please share your ideas with us in your comments, or feel free to disagree or agree and tell us why.

Do your homework before the meeting. Know as much about the person you are meeting and their business as possible.

Begin with a few words about them, such as: “Is it true that you love dogs (flying, golf, fishing, etc.)? So do I.” You might learn about your potential customers and clients interests in your research. I usually discover something in common by paying attention to the details when I enter my potential client’s office. Pictures, magazines, and posters can tell us a lot. The key: You have to tell the truth. If you don’t love dogs, don’t say you do. The purpose of this tip is to begin building a relationship based on trust and credibility and common interests, experiences, goals, objectives and knowledge.
Once the business portion of the meeting begins, ask the potential client or customer how you can help. Make it clear that you don’t sell products (software, widgets, etc.), you sell solutions and great experiences. This question assumes your meeting was set up by the client not you, and he or she has a want or a need they believe you call fill.
If you called the meeting, make it clear immediately how you think you can help the potential client, and then listen. If you can’t help, say thank you and leave without taking up any more time. Better yet, if you are able to refer them to someone who can help them, do so. This is a great way to build a relationship that will result in referrals, leads and sales. You don’t always have to make the sale to get a sale.
If you don’t understand something, stop the conversation and ask a relevant and smart question. Pretending you know more than you do is a recipe for indigestion.
Make no promises you can’t keep. Under-sell and Over-deliver.
Be 100 percent honest, 100 percent of the time. If you can’t answer a question, say so and tell your potential client you will get back to them within x hours with an answer. And then do so.
Recognize a “yes” or a “no” when you hear it, and respond appropriately. If you hear a “yes,” say thank you and share the next steps with your client. If you hear a “no“, that may be the end of the meeting.
Listen, listen and listen. Be kind, generous and yourself.
Follow-up throughout the delivery process and after the job is done to ensure your client is happy.