Professionalism is not only the ability to perform a task well but also to leave a good impression of yourself. How and what to talk about to achieve this?
It seems that the use of professional language is a good way to show the client that you are a great specialist. But psychologists say that the effect can be the opposite: the customer won’t understand what he is talking about, and will be confused. Then he will either ask a million questions, or listen in silence, and then delete your number.
Psychologists advise to be straightforward to make everything as simple as games at a bookmaker online website. Most people aren’t ready to listen to complex lengthy explanations with lots of details – unless they themselves are professionals in the industry. A brief description of your experience, in which important facts are better supported by numbers, will suffice.
Each sentence should be one specific idea that even a child can understand – without contradictions or double meanings. If you talk about future results, back them up with guarantees or successful cases. If you share useful information, use precise facts.
When people have a wide range of choices, they don’t want to be pressured into making an order decision at the same second. Intrusiveness can only discourage and cause resentment, psychologists explain.
That said, there is nothing wrong with helping the customer decide. Explain why you can provide a better service than your competitors.
Strong pressure is unlikely to give any positive effect. It’s better to give specific examples, such as a possible work plan.
Whatever the outcome of the negotiation, remain friendly until the end. Even if the person now has not ordered anything, he may do it in six months. Or he might recommend you to his friends.
This way you not only get more information about the order, but also show your interest. Also give the person you are talking to an opportunity to ask questions of you. Not only about your problem but also about your qualifications. In this case you can not be afraid to bore them with a detailed answer: It’s better that the person has no doubts.
To vaguely indicate the cost of services – one of the main mistakes, because of which you can not only lose the order but also get negative feedback. If you can name the exact amount you can only “look around on the spot” – just say so. It will be much better than agreeing to work for one price, and as a result, you will be billed many times more.
If the client’s budget is limited, you can explain what benefits he will receive from cooperation with you. For example, a high quality of work, a good discount on the next orders, or a guarantee on services.
There is no second chance to make a first impression. Pick the right clothes – you don’t have to buy professional uniforms, but even everyday clothes should look neat and tidy. Bring a change of shoes, especially if it’s muddy or slushy outside. Arrive on time, and if you are late, be sure to warn the customer.
During the meeting itself, be friendly, polite and open. But also remember about personal boundaries and do not try to create the appearance of a conversation between two friends. Rather, show polite but discreet participation. If the meeting is on your property, show consideration, such as offering water or tea or asking if you need to open or close a window.
It’s best to refrain from criticism, too. If the client hired you to fix the work of another master, do not discuss in detail all the errors. Better suggest how to fix them – this will show you not only as a cool person but also as an ethical specialist. There is no need to judge previous customers either: current ones may wonder what you want to say about them.