You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold?
The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction.
https://www.youtube.com/watch?v=ELR-Mhzv7eA
First Impressions Matter
If you don’t make a strong first impression, it won’t matter how great your service is.
Your appearance tells a prospect what to expect before you even open your mouth.
Well-groomed, polished, and with a professional presence? You’re perceived as credible and competent. Over the phone or through email, if you’re engaging, confident and well-spoken, then you’re going to open more doors.
Match your appearance and tone to the company you’re approaching. A simple LinkedIn search or visit to a company website will shed light on company culture. If this is a more informal environment, don’t show up in a suit. If everyone dresses sharp, then your polo and khakis aren’t going to cut it. You want to show an understanding of the work culture by doing your research and fitting in.
Confidence is Contagious
Confidence comes from preparation — knowing your client, their business, and your value. You are how you present yourself. Trust in yourself and display confidence, and your prospect will see you as confident, too.
However, don’t fall into the trap of arrogance. Avoid overpromising, looking to be right rather than helpful, and speaking more than you listen.
When you do speak, speak confidently. Eliminate filler words like ‘um’ and ‘ah’ from your conversation. These undermine your confident demeanor and cause your prospect to doubt your credibility.
Instead, take intentional pauses when you’re not sure what to say or to avoid tripping over your words. A brief pause won’t make you look like you don’t know what you’re talking about — it’ll look like you’re taking a moment to choose exactly the right words.
Nonverbal Communication is Key
Your body language needs to project authority. A firm handshake and steady eye contact show confidence and can put your client at ease. They establish you as a professional presence, ready to combat a company’s issues with excellence. If you’re on a video call, speak up, introduce yourself with some key details and ask your prospect to do the same. Give them an opportunity to tell you who they are.
Smile and be open toward your prospect. This helps establish trust, and mirroring your prospect’s body language is an easy way to develop rapport. Sit up straight and lean in, showing you’re listening carefully to their pain points and issues.
Your Online Brand Matters
In this digital age, you can’t be surprised to know that potential customers might Google you, find you on LinkedIn, or otherwise look you up online. After all, didn’t you do your research on them before you reached out? It’s your responsibility to present a professional front online as well as in person.
You’re cultivating a personal brand online the same way you’re doing with every call and email. Use your LinkedIn profile to establish yourself as an expert in your area and you’ll see that payoff in your credibility with clients. Make a practice of sharing industry insights, commenting on relevant posts, and posting your own observations on trends, challenges, or best practices.
Listening is a Superpower
The power of your professional presence isn’t limited to first impressions. It’s relevant in every step of the selling process — including how you present yourself as an engaged listener.
Stop thinking of yourself as a seller and start thinking of yourself as a solutions-provider. What you’re offering prospects is the chance to solve a problem costing them money, time or both. That starts with mastering the art of listening.
From the first phone call to the initial meeting and every touch after, establish yourself as a consultative seller who’s...
