[Stonehenge]

To tell the truth, I'm not sure what exactly to write about or ask about for this part...

We've prequalified this lead as a good one, and are now getting together with them for the first time. As I walk through my process in my head, here's how some if it might play out:


Show up to the meeting on time. Not 15 minutes late. Not 2 minutes late. Or if you are running late, call them on the way to tell them you're running behind and when you'll be there...Even if it's only 5 minutes from now. I believe that tells the client several things about you, all of them good. Even though you were late.

(BTW, on the way over I like to listen to music to get me in the right mood - something to make me relaxed and happy. Louis Armstrong fills that need well for me.)

Ring bell, big smile, introductions, firm handshakes all around.

I try to start absorbing everything I can about the decor inside the house, including whether it's very tidy or messy - not to turn my nose, but to try to then design something outdoors that is harder to make messy, or lends itself to that motif.

I also try to find something about the woman that I find attractive. I know, you're probably going - ? I believe that for the most part we are selling to the women. The men are serving primarily as gatekeepers, to make sure the budget doesn't get out of control, and make sure we can do the things we say we can. I think part of my ability to dialogue with the female spouse is dependent on my ability to get chummy, maybe even a bit flirtatious. If I'm showing a genuine interest, they tend to get more excited about the process as well, and will open up more. There's a 'clicking, or a bond I guess, that begins to form, where I'm beginning to understand her tastes and wants, and she's happy to have someone endeavoring to find those things out. If you've created an emotional attachment, I think you're more than halfway there. They want to choose you, because they like you.

Ok, that's my method on the schmoozing part of the first meeting - what do we have for the tactical info? I could go on, but I'm afraid I'd find lots of out there.

[diginahole]

That’s a great start. It fits right into the first of the 5 benchmarks outlined in the PreQ thread. Engage with your prospective client. This step is easy to shelve as a mere formality, but it is where your customers begin to build their expectations of getting what they want. We set the tone for the rest of the relationship right here and now. It is time to show and create interest. More than a simple greeting and a few pleasantries, we need to take the opportunity to demonstrate our commitment to giving them what they want out of the relationship. We ought to keep the focus on the customer and make our interest in them and their concerns clear. What you need to be saying with words and actions is that their needs and comfort will be the principal consideration every step of the way. I like to look for things that the prospect has interest in such as golfing, fishing, snowmobiling, tropical plants in the home, anything that I might be able to talk about for a few minutes and show some genuine common interest in. These subjects vary client by client but serve as a great ice-breaker and foundation for a friendly relationship.

Next benchmark, Repeat the emotional message of your promise. Your prospect has responded to something you have promised through your lead generation process. Repeat it! This is the time to sit down at the kitchen table and give the company info spiel. Let’s hear some ideas for points to hit on during this part of the presentation.