Getting The Approach Right

The first impression is sacred. You don't get a second chance.

You really do not get a second chance to make a first impression. So, if you act in desperation because you don’t want to think through a clear process and strategy, think about how you are blowing permission with the person you cold call, mail or spam. Your name is on that marketing gimmick and your brand has been positioned badly.

The sales approach is a numbers game. I like to work with very small numbers. Numbers like approaching four highly referred prospective buyers with high value to make four appointments means I have done my homework, respected the other person’s time and know what the heck I am doing.

I give value first and ensure the first impression is the right impression. It works. It is respectful and builds trust. Of course, it is hard work, requires deep thought and costs me something every time.

You’ll hear a lot about how to close the sale and pushing for what you want. That kind of talk is mainly about self-centered and futile.

There is a better way. My encouragement is to shed the desperation and learn a better, professional way to approach prospects. You can learn more here.

It starts with a mindset shift. You have to care enough about your first impression to avoid the risks of closing doors forever.

How are you approaching prospects?

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