Schedule a visit with your potential customer. It is important to plan a specific day and time that you will meet with them. Be sure to get plenty of sleep the night before your visit and have your business attire clean and ready to go. Choose appropriate clothing based on the type of customer you are visiting. Organize your company literature into a packet that you can hand to your customer which includes a current catalog, your business card, a thoughtful letter, and possibly a quotation. Know well in advance how to get to the customer's location. Take along a map and a set of written directions. If you need to refuel your vehicle, do it the night before so you don't smell like gas fumes during your visit.
Do not wear strong cologne or perfumes on the day of your appointment. If you are a smoker, try to wait until after your visit to have your first cigarette of the day. If you drink coffee, brush your teeth or chew some gum after your last cup. Eat a light breakfast. Check your appearance in the mirror and also verify that your hands are clean. Arrive at the customer's location at least 15 minutes early. If there is a reception desk, be polite to the receptionist. Offer them your business card so that they will have your name and company name in front of them when they announce your arrival. Try to have some meaningful conversation with the receptionist. It is not uncommon for the person you are visiting to have a close relationship with their co-workers. If you are not personable or ignore the receptionist altogether, the consequences may be greater than you think.
Take a few deep breaths while you are waiting to meet your host. Be sure to smile and keep a friendly demeanor about you. If there are other people waiting in the reception area or if someone walks in, be polite and say "hello" or "good morning" to them. You may cross paths with that person at a later time and date.
While presenting your products, be sure to allow your potential customer the opportunity to speak and listen closely to what they say. All people appreciate courteous attention. When they present you with a business card, do not place it in your wallet and do not put it away without looking at it. That is commonly perceived as rude. Take a moment and read their card. Offer a compliment about some aspect of their business card or title. If you have a shirt pocket, place their card in that pocket or in your briefcase.
Speak to the receptionist again on your way out the door and tell them to have a good day. As you drive back to your office or on to your next appointment, be mindful of other businesses that you pass along the way and write down their names. Follow up with your potential customer by sending them a thank you note and by also calling them on the phone.
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