Online Dating, Appointments, and Emma Farquharson
When was the last time you were on a first date? With your nerves on edge, you looked for a connection and hoped for a positive next step.
Kind of like an appointment, don't you think?
In either case, there is considerable pressure on the event. While I could make countless comparisons, the one that I want to focus on is the importance of preparation.
Online dating, as horrific as it can be, offers the opportunity to read up on the other person and gain some background information which can serve as a starting point in the search for common ground.
Appointments, in particular with new customers, are far more precious and therefore it is far more important that you walk in the door prepared to knock it out of the park.
Let me give you an example from the personal archives of Bill Farquharson...
One of my daughters is in the final stages of securing a job in the medical research field, and had a second interview last week. In the middle of the conversation, the head of human resources interrupted Emma while she was talking, and with a wave of his hand (think: Jedi Knight) said, "Emma, can I ask you something? How do you know so much about us?"
You see, Emma was rattling off facts and information on the company and the people in front of her who were in the meeting. On her lap while she was talking was an iPad that contained detailed information and she sheepishly turned it around to show her notes (which she had studied prior to arrival). They would later tell her that she has been the topic of conversation ever since she left the building the first time. Never before had any candidate for employment come so well prepared and they were stunned.
And interested. VERY interested.
Emma was offered a job on the spot. Since then, they have been very aggressive in trying to get her to commit. She is awaiting a second opportunity and will likely have a difficult choice to make. Nice problem to have!
Can you imagine a client responding the same way? What if your first appointment was so remarkable? What if you came so well prepared that the customer stopped you mid sentence and said, "I need to find a way to do business with you."
Think I'm crazy?
While I am incredibly proud of my daughter and take nothing away from her accomplishment, she did what everyone interviewing for that job should have done. Walking into an interview (or an appointment) without having prepared for it is inexcusable.
You have the opportunity to achieve the same reaction from prospects during that first date. Do your homework. Do your research. Come prepared. Appointments are precious, more so than ever. Make it your goal to elicit the response, "I need to find a way to do business with you."
Go Emma! Your dad is going to miss you like crazy, but it is time for you to spread those wings and fly. I adore you.
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.