Your Last Impression Seals the Sale
We are forever hearing about making a good first impression which obviously is important, but hardly anyone speaks about the final impression – this is at least equally important if not more important. Your very last communication is a recap of everything you previously did and said.
Whether attempting to acquire a job or a sale, you are selling yourself as trustworthy, nice to work with and will deliver upon what you say you will. During the meeting, concerns will arise. This is done to weed out those who cannot comply with the desires of the company or who are not articulate. The best way to buy time and fully understand where the conversation is headed is to ask questions, listen carefully and then qualify what is being shared. Now you know how to answer.
Prior to leaving a meeting, ask if the other party has any remaining questions or are they confident you will deliver your best. Usually they will nod that everything was just fine but that all the contending vendors or job applicants will need to be considered. This is why your last impression is so vital.
I always suggest both an immediate thank you email upon your return to your office as well as a handwritten thank you note to set you apart from everyone else. For the email, here are a few suggestions to further differentiate yourself:
1. Say thank you in the first line.
2. Very briefly state you took the conversation into deep consideration and here is your answer to their major concern – no more than two sentences ending with a positive at the end.
3. Bulletize a few short points of what may be expected of you as a vendor, or, how you will approach the job.
4. Shower appreciation for their time and consideration of you / your services.
A thank you note is so old-fashioned nowadays, that most people keep them on their desk for about a week. Underneath your signature add you phone number. This careful follow-up will put in in the lead for either hearing HIRED! or SOLD!
Looking back, it will seem as if it were all a Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
