Prospecting Takes Preparation
Design professionals don’t get a second chance to make a first impression. That’s why it’s so important for them to to present themselves with polish from the very outset.
How do you come across in your first meeting with a key prospect? Do you give the impression you’re a striver, or an arriver? A wannabe, or a winner?
Prepare for your meeting by sending your prospect materials ahead of time about yourself and your design services and products. Include information about your clients, your design specialty, awards youve won, recognition youve received, etc. In addition, refer the prospect to your website.
Come to the meeting equipped with a killer “commercial, ” a concise message that defines who you are, what you do and why you’re special.
Heres my commercial: “I help design professionals double their sales and income by promoting themselves more effectively.”
When you meet with the prospect, plant your feet shoulder width apart, lean forward slightly and gesture naturally. Initiate a firm, web-to-web handshake.
Make the most of the 17 seconds you have to catch a prospects attention. After that, you may lose that attention forever.