A Good Business Handshake: The business handshake is an essential selling technique to make a lasting impression. The first move you make when meeting your prospective client is to put out your hand. There isn't a businessperson anywhere who can't tell you that the good business handshake should be a firm one. Yet time and again people offer a limp hand to the client.
To have a good business handshake, position your hand to make complete contact with the other person's hand. Once you've connected, close your thumb over the back of the other person's hand and give a slight squeeze. You'll have the beginning of a strong business relationship.
Make Stylish Introductions: The proper introduction is a selling technique used by all sales masters. It does matter whose name you say first and what words you use when making introductions in business. Business etiquette is based on rank and hierarchy. Honor the senior or highest ranking person by saying his name first. When the client is present, he is always the most important person. Say the client's name first and introduce other people to the client. The correct words are "I'd like to introduce..." or "I'd like to introduce to you..." followed by the name of the other person.
Always Have Business Cards: Your business cards and how you handle them contribute to your total image. Have a good supply of them with you at all times since you never know when and where you will encounter a potential client.
How unimpressive is it to ask for a person's card and have them say, " Oh, I'm sorry. I think I just gave my last one away." You get the feeling that this person has already met everyone he wants to know. Keep your business cards in a card case, protected from wear and tear. You will be able to find them without a lot of fumbling around, and they will always be in pristine condition.
Use Proper Body Language: The best selling technique is a smile. It tells your clients you are glad to be with them. Eye contact says you are paying attention and are interested in what is being said. Leaning in toward the client makes you appear engaged and involved in the conversation. Use as many signals as you can to look interested and interesting.
In the business environment, you plan your every move with potential clients. You arrange for the appointment, you prepare for the meeting, you rehearse for the presentation, but in spite of your best efforts, potential clients pop up in the most unexpected places. Leave nothing to chance. Every time you walk out of your office, be ready to make a powerful first impression...it is the best selling technique.
Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of "Manners That Sell - Adding the Polish That Builds Profits." She has been quoted or featured in The New York Times, Investors' Business Daily, Entrepreneur, Inc., Real Simple and Woman's Day.
