Prepare for the first contact you’ll make with a potential customer or client. This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise. In this presentation I’ll actually go through the big approach and how to make that perfect first impression.

2. The Perfect Bait

3. In the last post we talked about
how to learn about your big fish
and prepare for the first contact
you’ll make with them.

4. This first contact is essential to your
success. You need to instill
confidence in them. They need to
know you can fulfill exactly what
you are offering on time, at a good
price and at the quality you
promise.

5. Today we’ll actually go through the
big approach and how to make that
perfect first impression. Before you
put together your approach plan,
you need to choose with big fish
you’re going after.

6. Take a look at your notes and the
research you’ve done about
prospective fish. Then decide which
one will be the easiest approach to
start out with.

7. There are a series of things to go
through in choosing which fish to start
with. They are:
• * Position Your Business
• * Compile Your Hit List
• * Select the Best Target

8. Position Your Business

9. You need to position your business
to make the first move by listing
your revenue streams, id and list
your operational procedures, where
your fish is initially positioned, your
big-customer research, and putting
it all together.

10. Compile Your Hit List

11. Start with a list of all the companies
you’ve been considering. Then
narrow it down to the ones who
know could use your products or
services. Don’t overlook obvious
choices, whether they are big or
small. Even small companies could
be big fish in the future.

12. Select the Best Target

13. Once you’ve got your list narrowed
down, you need to decide which one is
the best fish to start with. You need to
consider a couple of things:
• Which have the most purchasing resources to
spend?
• Does their company vision compliment yours?
• What are their employee incentive programs
as they relate to your products/services?

14. • What’s the company’s real need for you?
• Will the partnership lead you off-course?

15. Now you should have a target in
mind to start with. It’s time to plan
your approach and execute that
plan.

16. Here’s the step-by-step plan to help
you make a good first impression:

17. 1. Build and analyze your database.
Divide your leads into three
different categories: hot leads,
great fits and secondary leads.

18. 2. Send out introductory mailings to
your target to introduce yourself,
your company, services, products,
and vision. They need to be short,
clean and concise.

19. 3. Follow up with your first phone
call 2-3 days after they would have
received the mailings. During the
phone call find out whom you need
to be speaking with in the future
and try to set up a meet with the
right person.

20. 4. Follow up your phone call with
another mailing that thanks them
for taking the time to speak with
you and offer more details about
your products/services. Use this
letter and opportunity to set up a
meeting to do a presentation.

21. 5. Follow up the letter with another
phone call a couple of days after
they would have received the letter.
This phone call is to help you
further develop your relationship
with the prospective client. You
should also be able to set up a
presentation meeting with them.

22. 6. Call again a week later if they
haven’t agreed to a meeting or
presentation. Ask if they received
your creative letter (the second
one) and if they have a minute
when you can stop by and
introduce yourself in person.

23. Now, don’t be upset if you don’t
seal the deal right away. Some
people simply take a little longer to
woo. This can all be a little
intimidating at first, but when you
know you are offering a quality
product/service, you can’t go
wrong.

24. Once you’ve gone through this
process and make first contact (and
hopefully a good first impression)
it’s time to put your best face
forward, which means sending the
right salesperson to seal the deal.

25. If you need help putting together
your approach and make a good
first impression, try our FREE test
drive to work with a coach and have
access to a wealth of great
resources and tools.
http://businessprofitsacademy.com