Regardless of your product or service, every prospective customer you meet for the first time has a question in mind at the initial meeting. The question is “Why should I even consider talking to this person – let alone buy anything from them?’ Even though this question is rarely asked it needs to be answered.
This means that you need to, as soon as you can, satisfy your prospective customer that you are a person worth talking to who represents a business worth knowing about.
Do this by, as part of the Engage step of the EASE sales format, taking the opportunity to sell yourself and your ‘brand’ (in this context your brand is the business you represent).
(The up-coming post for Wednesday 7/1 is Creating good word-of-mouth. It's about one way to set about getting customers saying positive things about you and your business.)
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