Written by Written by Penny Votzourakis and Anne Miller
Monday, 06 September 2010 09:45
The 3-Minute Decision (Part 3)
We now know the customer has just three minutes to decide whom he will trust … and it’s all done unconsciously.
So how do you decide what image you need to reflect to your prospect?
There are five criteria to look at when deciding which image is appropriate for you to get the best results:
1. Who is my prospect/client?
2. Who do I need to be so I reflect the product I am selling?
3. What is the character I am playing to get this prospect/client to relate to me?
4. How will I build rapport with this prospect?
5. What research do I need to do before visiting this prospect so I may reflect all of the above?
Once you have answered these questions you can go ahead and decide how to dress to fit the image you will portray.
By dressing for success you have taken the first step towards becoming a success.
Style comes from within. We all have a natural way that we want the world to see. This is great if your natural style fits with your market … you may love piecing, tattoos and quirky clothing – and just know it suits you! – but is it congruent with your purpose?
It’s important to always remember that it’s all about the prospect … you must forget about your visions, your interests, what you want … in other words, forget about everything except your customer. What your customer wants is what matters and that may be significantly different from what you think they want.
When dealing with executive teams the dress must be suits for both men and women. Ensure these are clean and pressed. Women should not wear skirts that are too short and men should ensure hems are stitched.
Shoes are also important … they should always be clean, polished and the heels intact.
All colours should be conservative and not ostentatious. So guys, that orange suit may be the latest Versace, but it’s not appropriate!
If you are selling products and dealing with farmers, factories etc then you should be appropriately dressed for this environment. Men could wear slacks or neat jeans with a clean, pressed shirt and sports jacket. You will look comfortable but also approachable.
Women should wear slacks with a crisp shirt and either a knit and or jacket. Shoes should be block heel as you need to be able to walk around without looking awkward or you will quickly lose credibility.
But if you know you prospect will be dressed in a suit, dress the same!
And remember – in many workplaces, for safety reasons shoes must be closed or even steel-capped … check beforehand and dress appropriately!
In all circumstances hair must be tidy and well-cut.
For women, makeup must be natural. If you wear lipstick – and you should as it gives you a more polished and professional look – make sure you take it with you when you go out and reapply it every few hours. Half-eaten-off lipstick is not attractive.
Your presence is what will set you apart from your competition and will be long remembered after you leave the sales presentation.
Dress appropriately when attending functions with your customers. Evening functions for women do not mean choosing the lowest cut and shortest dress you can find in your wardrobe … or for men, jeans and T-shirt.
When you are out and about with clients you are still representing your company and products. Who you are, and your image, must be maintained!
Your behaviour must always reflect how you would like to be seen.
Many people find it difficult to go shopping to find clothes that are appropriate for them, where to shop and how to choose clothing that reflects the image that they would like to have.
This is when you could get assistance from an image consultant who will help you to build a wardrobe that reflects the image that will influence the people you meet.
Next week: How To Communicate With Your Prospect
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