It all starts and ends with respect! You are there to serve your customer, but in order to do that, you have to determine first what they need and want. If you present a bunch of things that they don't really need, you waste their time. Most people are busy, and they don't appreciate people who waste their time. If possible, do a bit of homework first so you know something about the person and the company going in. If you require five minutes or so to demonstrate what you have, tell them in advance how long it will take, and ask them to set that amount of time aside. Clear the time and the space in advance. If you say it will only take five minutes, then don't let it take a minute longer.
Another important thing is to know your product. If you don't know what you are talking about, it will be obvious, and you will definitely be wasting their time. Be a good listener. Give them a chance to speak. Don't try to tell them everything you know in one massive outburst. Listen for clues as to what they are looking for, and what they need. Be respectful and appreciative of their time, and thank them for taking time to meet with you. Always leave them thirsting to know more.
Furthermore, be the consummate professional in appearance and manner. Don't promise anything you can't deliver. Follow up and follow through. Show that you care about them, their company and their products. Keep in touch periodically. Look for ways you can help them.
It all starts and ends with respect! You are there to serve your customer, but in order to do that, you have to determine first what they need and want. If you present a bunch of things that they don't really need, you waste their time. Most people are busy, and they don't appreciate people who waste their time. If possible, do a bit of homework first so you know something about the person and the company going in. If you require five minutes or so to demonstrate what you have, tell them in advance ...more