Winning New Business For Dummies

Chapter 3

Making First Impressions Count

IN THIS CHAPTER

Acting professionally and staying in control

Knowing why time spent in preparation is so important

Keeping the good impression you’ve made through follow-up

Acting cool in a crisis

First impressions are made instantly and once made are impossible to undo. Whatever the situation — email, letter, phone call, or face-to-face meeting — the keys to making first impressions count are preparation, professionalism, and control. Get these right and you go a long way toward establishing yourself and setting the correct tone for your new business discussions. Get them wrong and your overall task becomes much harder. This chapter shows you how to make a good first impression with professionalism, control, and preparation — and how to maintain that good impression through follow-up and unexpected events.

Being Professional and in Control

Although it may seem obvious, you really do get only one chance to make a first impression, and that sets the tone of your dealings with that client. You have to get the first impression right to set ...