Expert Cites Impression As Key to Sale
While it is true that “You never get a second chance to make a
first impression,” this sentiment takes on extra meaning in the
kitchen and bath industry.
This is the belief of Fred Berns, a marketing and sales
consultant and president of Louisvillle, CO-based Power Promotion,
Inc., who notes that a strong first impression can make all the
difference for your business.
In fact, Berns notes that designers generally have less than 30
seconds to not only catch a prospect’s attention, but increase the
chances of making the sale.
Therefore, he offers: “How do you come across in your first
meeting with a key prospect? Do you give the impression that you’re
a striver, or an arriver? A wannabe, or a winner?”
To improve your firm’s first impression, Berns notes that you
should send the prospect materials about your firm before the
meeting. This material should include information about your
clients, design specialties and awards.
It may also be beneficial to create a killer “commercial,” or a
succinct way to promote the firm’s key talents.
Design professionals should also always initiate a firm
handshake, and stand firmly, yet naturally, upon meeting a prospect
for the first time, Berns points out.