A first impression has long-lasting effects on a customer whether you want to believe it or not. If the foundation is weak, the rest of your partnership will crumble. So, instead of overlooking your greeting, build a stable foundation and watch the rest of your work fall into place.
Although a first impression holds more weight than people think, that doesn’t mean it has to be difficult. Increasing sales stems from a customer’s primary belief, so it’s essential to put in the work and get it right.
Now there may seem like there’s a lot on the line here, and there is, but it’s not as daunting as it seems. Here is our guide to first impressions. Our tips and tricks ensure success and are sure to lighten the load to lead to success where it counts!
Step 1: Specific Salutations
The easiest place to start is the first time you speak to a client. Whether it’s in person, or over the phone, a POSITIVE GREETING makes for the perfect foundation for a sale. If you seem enthusiastic to talk to a customer, they will assume that you’re happy to help them in any way possible. Showing that you’re happy to be there is half the battle. Not only are you helpful, but you’re also appreciative of your clients taking the time to work with you.
No one wants give their business to someone who doesn’t appreciate their time. That extra positivity will enhance a customer’s experience of speaking with you. This automatically makes them think of you more highly than if you were to be monotone and uninterested. Remember, the better the experience, the more likely they are to come back.
This increases the number of appointments that are set, that show, and, most importantly, that buy. Not only are you upholding your own reputation, but you’re also representing your dealership, so your great attitude reflects well on the team as a whole as well.
Right now, this car brand is a part of your life, and if they decide to buy from you, it’ll be a part of theirs as well. YOU set the tone and decide how THEY perceive this interaction.
Step 2: Connect the Dots
Being positive is a great start, but you also want the client to like you. More importantly, you NEED them to want to BUY from you.
Making a personal connection is an easy way to make a customer really want to work with you. It can start with a courtesy “How can I help?” but it doesn’t have to stop there.
Making small talk can make the experience more personable, which leads to the necessary sense of connection we’re looking for. The best thing you can do is make a customer feel more comfortable in a stressful situation. The more comfortable a client is, the more questions they ask and the more answers you can provide. It helps you show that you know the facts, which will make them to want to buy a car from you even more than before.
Don’t Be Afraid to Get Personal
Making this connection doesn’t have to be about cars either. The correlation doesn’t have to be extremely personal, just enough for the client to feel recognized. If you recognize your favorite team’s logo on their shirt, then bring it up in conversation!
The client will appreciate that you observe and use the little things to make connections. This makes the customer feel like they’ve chosen a salesperson that is willing to work with them and listen to their concerns when they arise.
Once they feel like they have something in common with you, they’re more willing to trust you. Once they trust you, it’s ten times easier for you to move into the sale with the client feeling confident in ALL of their decisions.
Follow Up!
And just like that you’ve made a fantastic first impression! What’s the best way to cement this positive experience you’ve carefully curated? Easy–Follow up!
You must ensure that all of your hard work pays off! As a salesperson consistency is key. You are always looking for an opportunity for a sale, and following up does exactly that.
You’re not going to miss out on a possible sale, are you? Of course not.
After you get these steps down, first impressions are not nearly as unsettling as they originally seem.
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