To expand their client portfolio, several companies rely on sales agents to persuade and close sales. The success of the mission entrusted to these individuals primarily depends on the success of making contact with the client. How can you succeed in making contact? We discuss it here.
The 4×20 Rule
The 4×20 rule is by far the most famous. It is important not to overlook anything regarding this first rule for successful contact that will certainly help you close your sale.
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This rule emphasizes 4 points that are both distinct and intimately linked. The first is to pay attention to your first 20 gestures. They should be calm, positive, and well-chosen to inspire confidence. Avoid any abrupt movements.
The first 20 centimeters are important. Respect the immediate space of the prospect so they do not feel threatened or disrespected. Do not stand too far away either. Just enough to ensure a dynamic entry.
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Your first 20 words should be polite, respectful, and in simple, understandable vocabulary for the prospect. There’s no need to showcase the richness of your vocabulary.
If you manage to make a good impression in the first 20 seconds, you’re already halfway there.
The 4 A’s: A Tactic Not to Be Overlooked!
These are also 4 elements that need to be effectively ensured. First, your appearance must be neat. Your clothing style should impress and fascinate your target. Do not be disheveled. Dress according to your target as well.
Your attitude is also crucial. Be punctual, smiling, and convincing in your arguments. Look your prospect in the eye so they see you as a professional.
Be engaging! You are there to provide and propose solutions. Therefore, do not deliver a negative and alarming speech. Respect your interlocutor and their opinion. Speak in a proper tone of voice to capture attention.
The client’s approval is also very important for successfully making contact. Truly respect the client’s opinion.
The Contagion Effect
It is important that your target is and remains under the influence of your impression. Therefore, the first impression is very decisive. It is wise to communicate your enthusiasm and energy to your target.
By being convincing, your client will also be convinced. And if you are reassuring, they will naturally feel reassured. Show enjoyment in conversing so they feel involved and have the impression of being admired and important.
It is also important to reassure and announce the duration of the exchange to disarm rushed prospects. Remember that it is important to introduce yourself and outline the plan for the exchanges to reassure them of your professionalism.
What to Avoid
Making contact is the key to a sale, but it is not yet the time to sell. Do not give the impression of being solely interested in the sale. What is important is to show that your proposal is the solution for the prospect. Emphasize the added value of your item.
Do not leave gaps or unnecessary silences during the contact. Time is precious, so always keep the next step in mind. This keeps the exchanges lively, rich, and above all, not lengthy.