From Odusina Adewale Hiworks
Business is first built on perception,then grown with reputation and sustained by strong business ethical behaviour against all odds and attractive compromising options.
Everyone can work on creating a good impression at the first contact with a prospect and most times, skill may not be as valuable for that contact.
A lot of time, that first impression is what really closes the deal not the reality of capacity.
I met an acquitance yesterday that closed multi- million naira deal at a Lagos Sheraton Hotel, on a day he could not afford to fuel his car and had to walk 20km from home to the venue, to save some money for entertaining the prospect.
He left home 3 hours earlier for a long walk, arrived at Lagos Sheraton an hour earlier, clean up at the upper floor toilet to impress on prospect like he lodged there.
When the guest indicated they were at the venue, he went back up to the toilet as to check his sharpness and came down as though he was a lodger.
The deal was closed just primarily on perception.
There are gates that may never open when you approach with your Footwagon 2016 and a car hire taken around the corner of the prospect for $2.5 (N500) will open without much ado. We must not rule out human limitations; a gateman may not appreciate the stuff you are made of; do whatever you can to cut off as many bureaucratic gateways to the decision maker's table.
Dinner for 4 at any 5 star hotel or Chinese restaurant may not be more than $100 and you may just close a N100M deal. Think No Limit!!!
As business people, we must be die hard strategic and be on point as regards perception.
To be Continued....
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