What’s Next: Second Impressions

Time target

Unless you trip going into your prospect’s office, knock over the coffee cup on their desk, and otherwise embarrass yourself, first impressions are pretty forgettable. Geoffrey James, who writes a daily blog for Inc., recently posted some thoughts on why a second impression is more important than the rituals that go into the first. http://www.inc.com/geoffrey-james/make-a-great-second-impression.html.

However, James assumes your second (and perhaps first) impression is in person. These days, that is frequently not the case. Here’s a point-by-point commentary on how NimblePitch can help you with those second impressions, based on James’ post:

1. Refer to something you read about the other person.

In NimblePitch, the second impression (or second encounter) is a follow-up to an in-person first encounter or to an online request for more information about something in your NimblePitch. “Reading” someone, per James’ recommendation, can be extended into observing a point of interest expressed by the prospect or via the Insights dashboard.

2. Explain (or re-explain) why you’re there.

James has a good point, but “there” can be a bit inaccurate. Many second connections or impressions in the real world don’t occur in-person or even in real time. NimblePitch is the ideal pick-up conversation because it can contain all of your most important information but none of your bad timing. Through NimblePitch’s use of overlapping and cross-connected stories, anyone can find the value of being there and why your offering/providing is of interest.

3. Have a meaningful conversation.

According to the article’s bullet points on this subject, NimblePitch is a great conversationalist. Through various interconnections, links, and commentary, thought-provoking questions abound and answers can be provided. Thinking about what can be said and should be said is at the very core of NimblePitch. Everything contained within it is thought out and rehearsed.

4. Track the time and offer an exit ramp.

Tracking is certainly something we know a thing or two about. Because you aren’t trying to control the conversation, but instead are providing expertise to those who are engaged with a NimblePitch, there is no danger of overstaying your welcome. By providing multiple calls to action, there is always an exit that facilitates the next action. Of course, with NimblePitch, simply exiting is also a valid way to end the engagement.

5. Express gratitude, then leave.

Insights gained from NimblePitch help you know how to proceed and to make a graceful exit. There is always low pressure and you always gain information about buyer behavior regardless of whether or not they convert to a client/customer.