Making the First Visit

It’s a new beginning...so be sure to make it a memorable one.

Try thinking of cold calls as fun: you’ll never know exactly what to expect, so be ready for anything and take pride in your ability to respond to the situation. It’s a new beginning...so be sure to make it a memorable one.

Some things to avoid on your first call include:

• Showing unfounded familiarity -- it’s only the first meeting.
• Acting like you are entitled to be there.
• Treating this meeting as if it were just another meeting.
• Just showing up without putting in the preparation time
• Present specific recommendations

Indicators that you are on the right track include:

• Being humble -- you haven’t been there before
• Showing appreciation for the customer taking the meeting
• Doing your homework and demonstrating what you have learned in preparation for the the visit
• Confirming the meeting in writing to show interest
• Asking lots of questions of the customer and letting them talk

ACTION POINT: Make a lasting impression on your first call.