Good Starts

First impressions count. Your initial conversation with a prospect, even the second, can be make-or-break. How do we ensure a good start to what will hopefully become an enduring, beneficial working relationship? Here are three keys to keep in mind…

1. Take control from the get-go. Even if it seems excessive, state how much time you have together, name all in attendance, and clarify the intent of your conversation. By establishing the situation up front, you’re taking control as facilitator of this dialogue. 

2. Frame what's going to happen. If there is going to be interactivity in your conversation, let them know. If you're going to ask questions, let them know what to expect and when. If they’ll have their choice of next steps at the end of your time together, say so. Providing expectations and framework relaxes your prospect and gives you a better chance of getting to the truth of their situation.

3. Get their buy-in. Once you've said your piece and asked your prospect if they have anything to add, check in with, “How does that sound?” The goal should be a response of “Sounds great, let’s do it!” Seek the affirmative, a confirmation that they're ready to move forward and follow your lead.

These tips are simple, powerful, and essential groundwork for more effective conversations with prospects. Give them a try.

Onward.
Tom

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