Stage Two of Personal selling process - Making First Contact.

This is the preparation that a salesperson goes through before they meet with the client, for example via e-mail, telephone or letter. Preparation will make a call more focused.

• Make sure that you are on time.

• Before meeting with the client, set some objectives for the sales call. What is the purpose of the call? What outcome is desirable before you leave?

• Make sure that you've done some homework before meeting your prospect. This will show that you are committed in the eyes of your customer.

• To save time, send some information before you visit. This will wet the prospect's appetite.

• Keep a set of samples at hand, and make sure that they are in very good
condition.

• Within the first minute or two, state the purpose of your call so that time with the client is maximised, and also to demonstrate to the client that your are not wasting his or her time.

• Humour is fine, but try to be sincere and friendly.


Reference: http://www.allbusiness.com