It's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve. If you want to be treated as a professional, someone who is trustworthy and worth an investment of time, do these four easy things and prove it to your prospects and clients.
1. Be On Time
When you are late, it sends the message that you don't value the other person’s time, and it can seem like you’re telling them that they have nothing better to do than wait for you to show up. Trust me, they have plenty to do. Take this advice from my son's track coach "on time is late." Show that you value not only their time but also them. This helps with mutual respect – you respect them and their time, they respect you.
2. Bring An Agenda
Write down, or even better, type an agenda and share with your client. Open the meeting by reviewing the agenda and what will be discussed. This shows that you've spent time thinking about what needs to be accomplished in the meeting, and again, respects their time. After reviewing, ask if there is anything your client or prospect would like to add. Sending the agenda ahead of the meeting is also a great communication tool to use with a client to be transparent about what’s being discussed, showing respect to them and their time. It helps them to prepare their thoughts or documents related to the meeting as well.
3. Be Prepared
If you're going to have an agenda, you better back it up. Be prepared to discuss each one of the items and have the appropriate materials at your fingertips if needed. Showing up to a meeting unprepared shows disorder or laziness, which is something no client desires to work with or waste time on. Preparing your conversation and the documents necessary to support the meeting shows you are organized and not only value their time, but you value your work and the services or products you are selling.
4. Ask Questions
If you are unclear about something that's being said, say you're unclear and ask more questions. If your client or prospect thinks you understand, only to have you come back later and say you don't, that’s time wasted for them and doesn’t paint you in a good light. A good salesperson needs to truly understand the needs and pain points to cater a strategic solution for a client or prospect. You can’t get there without asking questions, and they understand this.
Again, these are not difficult tasks, and many of you value these things, but do you make it a priority in your business life and daily practice to do them? These four things can not only set you apart from your competition, but they can help you earn the respect and trust you deserve and need to grow and develop meaningful business relationships.