Whenever you’re have a meeting with a potential client, exchange pleasantries. After that genuinely ask them how they’re doing. Ask how there days been but mean it. Don’t just jump right into conducting business. Make them feel comfortable. 

Act like you’re talking to another human being. Sometimes we feel like we should just jump right into things. Take a step back. Learn a little more about the person you’re talking to. 

Do some research on them beforehand. Figure out where they’re originally from. Where they went to college. What their favorite sports teams are. What they’ve done previously.

Most likely there are some commonalities between you. Know the common ground. Relate to them in some way. It helps you connect on a deeper level. You go from being another potential vendor to a human being. Someone they like. Someone they can trust. It shows you’re prepared. You’ve done some back end research.

Especially if you can find their company in the news. Some award they’ve won. Anything that’s positively associated with them. 

When you show up to a meeting unprepared it shows the prospect you don’t care. It shows them your true intentions. You’re just looking at them as any other prospect. You’re just trying to sell them. Even if your intentions aren’t to sell them and move on, it comes off that way. 

Personality is a huge component in the sales process. Don’t worry about jumping right in. Take time to get to know the other person across from you. Let your personality shine through. They have to buy you before they purchase your product. It will pay out dividends in the future. 

“Social media requires that business leaders start thinking like small-town shop owners. This means taking the long view and avoiding short-term benchmarks to gauge progress. It means allowing the personality, heart and soul of the people who run all levels of the business to show.” -Gary Vaynerchuk