Making a Great First Impression is Good—Making a Lasting One is Better
“Almost everyone can make a good first impression, but only a few will make a good lasting impression.” — Sonya Parker
From the beginning of my shed sales career, which spans 30 years, I was always self-aware of the importance of making a great first impression. As a kid, I remember a cologne commercial that said, “You never get a second chance to make a first impression.”
One of my Ten Core Commitments in my sales presentation spends time talking about it as well. First impressions are so important, but making a lasting impression is even more important to the overall success of your business.
Making a lasting impression as a top sales professional and business owner involves a combination of skills, strategies, and personal qualities that I have developed over time. I have learned the importance of clearly articulating my value proposition and what sets me and my company apart from my competitors at the local lots and online sites, and how I communicate the value I bring when you do business with me.
You get way more than just simply purchasing from my company … you get me. You get the help, the support, the follow-through, the follow-up. I’m the guy who will answer the phone at night, and my customers know that.
One of the ways I make a lasting impression is that I present myself as an expert in the shed and carport business. When I say “expert,” I do not mean a know-it-all who is condescending to customers. I want to be perceived as the expert at helping my customers receive the absolute best service and structure that they really need.
I speak confidently to my prospects about my products and experiences. I always let them know that I’ve been selling sheds for 30 years, have a five-star Google rating, and an A+ BBB Accredited company. I will also share that I write for Shed Business Journal and will point to the awards I have earned over the years.
We all defer to experts in situations, so it is imperative to be perceived as one when helping potential customers.
I even have a sign hanging over my office door that reads: HELP MY CUSTOMERS! I try my best to convey to my customers that I am the most qualified person in the industry to take care of their storage needs. I strive daily to 1) Be the nicest, most accommodating person that my customers have ever met, 2) Outwork everyone, 3) Be better than yesterday, and 4) Control the controllables.
Another way I try to make a lasting impression is to be the ultimate problem solver. I view customer complaints as an opportunity to shine and create a cheerleader for my company.
A great example was the time I had a gentleman purchase a large garage from me. Everything seemed fine until I got a call from him saying that a few of the concrete anchors were not fully attached to the concrete, and he was very mad and concerned. He basically asked me what I was going to do about it. I did not want this situation to get out of hand and grow legs, so I called my buddy Floyd, who I recommend for concrete and gravel pads, and paid him to go to the customer’s home and fix the situation quickly.
My customer called me and was so happy and surprised that we took care of him and the issue in such a timely fashion and that he felt like we made him a top priority. The funny part is that his neighbor had purchased from one of my competitors and had a terrible experience getting the company to fix his issues. Not me. I was Johnny on the spot. Guess what happened next: My customer who we made happy sent his daughter and son in law to me, one of her cousins, and another friend to do business with me. If I had not been a problem solver and taken care of him, I would have missed out on $35,000 worth of sales.
Another way to shine and make a lasting impression is to be constantly seeking feedback from customers. I am continuously seeking feedback to improve my business, ask for referrals, and make changes to better serve my customers. I love customer follow-ups where I reach out after they’ve received their structure and I ask them how they are enjoying it. I normally hear that everything is great and my customers are happy. I love it when I call and my customer says that they have some chipped paint or that a piece of trim is bent. I now have the opportunity to fix the issue and make a lasting impression which is the best advertising you can ever receive.
Shed nation, by integrating these actions into your daily routine, you can enhance your reputation as a top sales expert and a respected business owner who will ultimately leave a lasting impression on those that you do business with. Never pass up the opportunity to go the “extra-mile” for your customers in order to make them happy. Remember, our customers can fire us at any time, so they must be treated as such. Just some friendly advice from a guy who’s been living his dream of selling sheds for 30 years.
