The Perfect First Contact
Running out of an introduction meeting or slamming the phone on its rest and the hesitation kicks in. What happened during the conversation? It was a smooth conversation, but what was the outcome? Within a couple of minutes many questions arise, which you should have asked. This first contact was far from perfect!!!
You ask yourself what you could do to improve the first point of contact. You think that proper preparation will make a big difference. From my experience I believe that many sales professionals forget the step that comes before preparation. The first step is that you should think of the Perfect First Contact.
Identify your typical sales process
By evaluating the Perfect First Contact you force yourself to think about the next steps in the sales process and who is your Ideal Client. Combining those two evaluations form half of the preparation of your Perfect First Contact. I doubt that most sales persons have a clear understanding about the next step in the sales process. Taking this in mind it becomes hard to identify the call objective.
For me, the Perfect First Contact is a conversation with a clear outcome and with the decision maker. The outcome includes a clear defined starting point for the next phase. It defines the roles and responsibilities. The responsibilities should be balanced between both parties. The completion milestone of the next phase should be clear to both parties.
Continuous Struggle for the Perfect First Contact
In my quest to the Perfect First Contact I am struggling with my own sales process and understanding the decision making process at the prospect’s side. Once you get to the decision maker you should know that this is the right person and what you can offer him to make his “world” better.
I am still looking for my first Perfect First Contact. I approached perfectness, but it never completely was. My struggle is to make the next step very clear and detailed. The next step is often too vague.
You never stop learning in “Sales”.