Making a good first impression got you in the door. Now, the rest of the impression is an "audition" for a client relationship. In your first meeting with a prospect, your goals are to:

• Build rapport and establish confidence and trust;


• Present yourself as a competent professional representing a quality, financially secure company and/or firm;


• Help your prospect identify priority needs and wants and concerns; and


• Get your prospect's commitment to meeting these needs and wants and continuing the process.

If you determine that a "priorty" or "product" sales is appropriate, gather sufficient data to run illustrations and prepare proposals. Get a "Financial Commitment" from the prospect before concluding the initial face-to-face meeting. With a laptop computer, you may be able to analyze a prospect's situation, present recommendations, and close the sale on the spot. But, if you've promised to take only 20 minutes and not try to sell anything during the first meeting, don't break your promise by continuing the process, unless the prospect agrees and you both have time between scheduled meetings.

Establish Control

Though you'll meet most prospects at their place of business, your office, a restaurant or their home, you need to take charge by suggesting where the prospect sits. To allow for a clear view of your presentation visuals, it's usually better to sit at a table than on a couch or at a desk. And if you're meeting with two people, both should sit at one side of the table, not across from each other. Maintain eye contact, watch for verbal and non-verbal signs of interest, and don't assume that either spouse or business associate is the decision-maker (you might guess wrong!).