We’ve all had the experience of really hitting it off with someone we meet for the first time. For me it is something about their energy, their eyes, the way they interact with me, their tempo, their self-confidence, sense of humor, integrity, intelligence, and empathy. Somehow, I sense all that pretty quickly—or think I do—and want to know them better. I was thinking about how that special vibe gets created with clients and prospects as well, as my husband, our 17 year old high school junior, and I visited four colleges over three days last week to check out schools for her. One school we all immediately liked, one we deemed an immediate “no,” and two we really loved. Some vibe–a mix of factors–caused those reactions. In business there is a similar vibe between buyer and seller. The question is, how much can you control the vibe your prospects and clients feel towards you?
What Vibe Appeals to Prospects?
Like the colleges with their prospective students, you can’t dictate that someone else will absolutely
like and want to work with you. However, when it comes to business, I suggest that you can create the greatest likelihood for that positive vibe by incorporating the factors below into your meetings .
Rate how well how do the following with prospects. 1 = Not At All, 5 = Always
- ___Demonstrate respect for their and uniqueness. (Know their industry and company )
- ___Manifest a genuine interest in wanting to help them solve problems or realize a vision vs. making the quick sale. (Approach them as a potential trusted advisor vs. a vendor out for the next sale.)
- ___Show empathy and respect for their views, concerns, and feelings. (Listen with the intent to understand, not to push an agenda.)
- ___Bring fresh thinking to the conversation. (Be willing to explore options, rather than push specific products.)
- ___Demonstrate integrity. (You will admit it if you are not the best fit for their needs)
- ___Make it fun. (Have a sense of humor)
Pat yourself on the back for the ratings that are 4 or 5. Work on any ratings that are 3 or below.
Fuel That Vibe
In a world of similar products and services, the final decision for prospects often comes down to the feeling or vibe they have about you. You can influence that vibe. Make it a good one!
Anne Miller
P.S. For a deeper dive on how people make quick decisions about others (and other situations) read
Malcolm Gladwell. Blink: The Power of Thinking Without Thinking which deals with how we come to conclusions quickly with minimum information.
Daniel Kahneman. Thinking Fast and Slow which is a different look on this subject, rich with research into how we think, and what colors our decisions.
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