Always Be Early

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I refuse to wait around on someone that is late.  Always be early!  Pause there for a second, because I know that you're
saying, “John, always be early? That’s a strategy? What do you mean?  I know I should be early.”  The keywords in that statement are I KNOW.  I want you to make a mental note right now and
take a look at the last ten sales presentations that you did. Were you early,
were you late, or did you walk in at the same time as your prospect?  

           I can
almost guarantee you that the times you were early your closing ratio had a higher
percentage. Why? When you walk into the sales arena and you're there first, the
potential customer sits down and it's your territory. You own it, because you
were there first.  You have also had the
opportunity to calm your nerves and build your confidence before the person
arrives.

           You're
going to meet someone at a neutral location. Let's say you meet them at a local
restaurant to sit down with them and share your business, product, etc.  You get there first so they are entering your
arena.  It's just a mental mindset.  Now, think about it this way.  The prospect is sitting there waiting for you.
 I bet you can almost feel your stomach
turning flips as you imagine walking up to the table knowing that they have
been waiting on you.

           When you
are late, the person that has been waiting on you has already likely made up
his mind about what you are about to offer him and the answer is simply no thanks.  After all, if you can’t be on time for an
appointment that was scheduled last week, then how on Earth will this person be
able to depend on you if they invest in your product?  If you are late, then you might as well just
reschedule or call off the appointment all together.  It’s over! 
I don’t care if you disagree with me, it’s the truth and you know it.

           My original
mentor that mentored me over 18 years ago had earned over $30 million dollars
at that point in his life.  When he
introduced someone to his business in direct sales, if they were one minute
late, he wouldn't show them the business. He would say, “Respect my time. I was
here at 1:30. You showed up 1:31. Reschedule.” 
You’re probably saying, “John, I can't do that!”  Yes you can. Make a decision. I did. I refuse
to let anyone waste a second of my time.

           When I
was building my business and conducted hotel presentations for business
overviews, I started promptly at 7:35pm.  The doors were actually locked at that time,
and no one else was allowed to enter the presentation.  One thing that aggravates me and upsets me to
no end is when someone schedules a presentation that is supposed to start at
7:30pm and twenty minutes later they're still waiting for that one person to
show up. 

           Respect the
people who are there on time and get started on time.  Don’t worry about those people that are late
for a business or product that you're sharing. 
Instead, focus on the people who are on time.  They want to hear your presentation, need it
and are serious about investing in it. 
NEVER start a business presentation late. Always be there early and
start on time. The key is to always be there before your potential client.

           Here’s
another inside tip for you.  In a
restaurant setting, always drink water.  Why? coffee and soda give you bad breath. Remember,
you are being judged on every aspect of your presentation.  I also suggest that you never drink alcohol at
a sales presentation. It’s unprofessional in my opinion.  Drink water and that will be one less thing
to worry about.

           If you
don’t agree with this, that’s fine.  Just
continue to lose sales.  I’m giving you
tips about the subconscious mind of your potential client. If you show up late
drinking a cup of coffee, sweating, running behind schedule, looking like a
slob, why should anyone buy from you?  Think
about that. Show up early. Dress professionally. Drink a glass of water. Be
relaxed and then go for it.  Get laser-focused
and open up a brand new relationship.

Adapted
from the book *17*
Highly-Guarded Strategies to Close Every Sale Guaranteed by
international speaker and business coach John Di Lemme.

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