Tag: prospects

What impression do you make?

 

We work with lots of local businesses across a range of sectors – not just those who are looking for PR but also suppliers who can provide us with products and services as and when we need them. Where possible we try to work locally as it makes sense to us – why go anywhere else when what you really need is on your doorstep.

And this is how we came across a very good friend and business colleague, Keith Williams. Many of the people reading this blog will already know who Keith is. As a very well networked individual and character, Keith is not shy and imparts his knowledge whenever we meet.

I was therefore intrigued when I received an email from Keith providing the following insights:

“As animals we are programmed to use all our four senses to gain a first impression. This is known to take around 10 seconds. On the telephone you rely on just one sense, hearing, to form an impression so if you take the 10 seconds and divide it by the 4 senses this gives the caller 2.5 seconds to form a favourable impression.

Once the impression has been made, research tells us, it will take a further 7 meetings or conversations before that impression is altered. If you need to form a relationship with a stranger, by telephone, you have 2.5 seconds to establish the basis for a favourable relationship.  If you fail; that contact has been lost to you.”

Now I don’t know about anyone else but I can think of a number of conversations where I have known this to be the case – not just with people I have called but those who have called me. The conversations where I close down usually involve the words ‘synergy’ and ‘can you give me the contact for’.  

So why would I be passing this information on? Well, Keith has a business called the Yes Project and he works with companies of all sizes to build relationships and put processes in place which deliver results. I guess for all intents and purpose this blog is a bit of a plug but with some good theory to back it up.

Keith is currently working with people who want to make a better first impression on the telephone. So, the question is do you believe that your telephone effectiveness is worth more than £35 to you?

 Yes?  Then email Keith at keith@keith-williams.co.uk and arrange to be part of the 60 minute workshop on securing favourable first impressions by telephone.

And if you don’t think it’s worth bothering with, just spend one day considering how many people could have secured your business, or worse how many prospects you could be working with if you took the time to consider what impression you were making EVERY time you used the phone.