Being Present Presents Opportunities

How we can make a great impression when we meet clients.

We have received many inquiries  (always welcome!) asking for more ideas on how we can make a great impression when we meet clients.

 So in this article we’re going to focus on ways you can make that fast impact that really appeals to the modern customer who has less time, is far more savvy and also far better informed.  The secret is how you present the present present!

 Confused?  Let me explain.

1.  Present:  be completely present in the moment when you’re with your client; not a new idea but one that very few people practice.  Stop thinking of your next appointment or what is sitting on your desk or what you’ll do at home. Your clients notice when you are not all there.

Give them 110% of your focus and attention and genuinely be interested in what they are saying and what their problems are. 

We know that only 7% of communication is in the words used with the other 93% being in the body language and how the message is delivered.  These subtleties need your attention so you can pick them up and really read between the lines with a client.

Being genuinely interested in what they’re saying is not something you can fake.  Be interested in your client at both a business and personal level and you’ll strike up far more rapport as they will get that you are being genuine.

2.  Present:  When you present your ideas make sure that you do more than just deliver ‘lumps’ of information.  Inspire your client to be involved and take action.

Facts will open the mind but emotions will open the wallet.  This is not meant to be a mercenary statement but the simple fact that we feel about things before we think about things.

Studies show that we react emotionally far quicker than we think and this forms a framework through which the logical process of decision-making flows.  Many people think that by delivering the right information the client will be inspired to act – not so.  The right information tells them why they should buy from you but does not give them the motivation to take the step.

This comes from you inspiring them through the emotional connection and reasons that you present as to why your solution will matter to them at a personal level and a business level.

3.  Present:  Make sure that your ideas are current and relevant.  People do not have time to waste beating around the bushes with you.  Do your homework and ensure that whatever you present to a client is relevant to them in their current situation and with their current challenges, again at a business and personal level.

Make sure that you are right up to date with what is happening in their industry and what their challenges might be.  Is your approach in line with modern theories around challenging with new ideas, or stopping them stepping on land mines? 

Do the research and spend some time planning. Ask yourself ‘why would they see me’ and ensure that what you put in front of them will grab attention and make them want more. In this way you increase your chances of putting ideas that have merit today in front of your clients.  This will go a long way towards them buying into those ideas and solutions.

 At the end of the newsletter I would like to present one particular marketing idea that has worked for many years and produced amazing results.  It is one of the easiest ways of making connection with a client and will serve you well.

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