How To Seal The Deal In Seven Seconds
by: Lydia Ramsey

Can you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won' t get another chance with that potential client. But if you make a great first impression you can bet that the client is more likely to take you and your company seriously.

Whether your initial meeting is face-to-face, over the phone or via the Internet, you do not have time to waste. It pays for you to understand how people make their first judgment and what you can do to be in control of the results.

1. LEARN WHAT PEOPLE USE TO FORM THEIR FIRST OPINION.

When you meet someone face-to-face, 93% of how you are judged is based on non-verbal data - your appearance and your body language. Only 7% is influenced by the words that you speak. Whoever said that you can't judge a book by its cover failed to note that people do. When your initial encounter is over the phone, 70% of how you are perceived is based on your tone of voice and 30% on your words. Clearly, it's not what you say - it's the way that you say it.

2. CHOOSE YOUR FIRST TWELVE WORDS CAREFULLY.

Although research shows that your words make up a mere 7% of what people think of you in a one-on-one encounter, don't leave them to chance. Express some form of thank you when you meet the client. Perhaps, it is "Thank you for taking your time to see me today" or "Thank you for joining me for lunch." Clients appreciate you when you appreciate them.

3. USE THE OTHER PERSON'S NAME IMMEDIATELY.

There is no sweeter sound than that of our own name. When you use the client 's name in conversation within your first twelve words and the first seven seconds, you are sending a message that you value that person and are focused on him. Nothing gets other people's attention as effectively as calling them by name.

4. PAY ATTENTION TO YOUR HAIR.

Your clients will. In fact, they will notice your hair and face first. Putting off that much-needed haircut or color job may cost you the deal. Very few people want to do business with someone who is unkempt or whose hairstyle does not look professional. Don't let a bad hair day cost you the connection.

5. KEEP YOUR SHOES IN MINT CONDITION.

People will look from your face to your feet. If your shoes aren't well maintained, the client will question whether you pay attention to other details. Shoes should be polished as well as appropriate for the business environment. They may be the last thing you put on before you walk out the door, but they are often the first thing your client notices.

6. WALK FAST.

Studies show that people who walk 10-20% faster than others are viewed as important and energetic - just the kind of person your clients want to do business with. Pick up the pace and walk with purpose if you want to impress. You never know who may be watching.

7. FINE TUNE YOUR HANDSHAKE.

The first move you make when meeting your prospective client is to put out your hand. There isn't a businessperson anywhere who can't tell you that the good business handshake should be a firm one. Yet time and again people offer a limp hand to the client. You'll be assured of giving an impressive grip and getting off to a good start if you position your hand to make complete contact with the other person's hand. Once you've connected, close your thumb over the back of the other person's hand and give a slight squeeze. You'll have the beginning of a good business relationship.

8. MAKE INTRODUCTIONS WITH STYLE.

It does matter whose name you say first and what words you use when making introductions in business. Because business etiquette is based on rank and hierarchy, you want to honor the senior or highest ranking person by saying his name first. When the client is present, he is always the most important person. Say the client's name first and introduce other people to the client. The correct words to use are "I'd like to introduce..." or "I'd like to introduce to you..." followed by the name of the other person.

9. NEVER LEAVE THE OFFICE WITHOUT YOUR BUSINESS CARDS.

Your business cards and how you handle them contribute to your total image. Have a good supply of them with you at all times since you never know when and where you will encounter a potential client. How unimpressive is it to ask for a person's card and have them say, " Oh, I'm sorry. I think I just gave my last one away." You get the feeling that this person has already met everyone he wants to know. Keep your cards in a card case or holder where they are protected from wear and tear. That way you will be able to find them without a lot of fumbling around, and they will always be in pristine condition.

10. MATCH YOUR BODY LANGUAGE TO YOUR VERBAL MESSAGE.

A smile or pleasant expression tells your clients that you are glad to be with them. Eye contact says you are paying attention and are interested in what is being said. Leaning in toward the client makes you appear engaged and involved in the conversation. Use as many signals as you can to look interested and interesting.

In the business environment, you plan your every move with potential clients. You arrange for the appointment, you prepare for the meeting, you rehearse for the presentation, but in spite of your best efforts, potential clients pop up in the most unexpected places and at the most bizarre times. For that reason, leave nothing to chance. Every time you walk out of your office, be ready to make a powerful first impression.

(c) 2004, Lydia Ramsey. All rights in all media reserved.

Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of MANNERS THAT SELL - ADDING THE POLISH THAT BUILDS PROFITS. She has been quoted or featured in The New York Times, Investors' Business Daily, Entrepreneur, Inc., Real Simple and Woman's Day. For more information about her programs, products and services, e-mail her at lydia@mannersthatsell.com or visit her web site http://www.mannersthatsell.com.

8:24 AM 0 comments

Return Path http://www.returnpath.com/ Return Path has a nice little grab bag of goodies. With this tool you can forward email from your old email address to your new one. Find email addresses for lost friends, notify contacts about your new email address and control your email such that you can see who has asked for your new email address and who you approved to have it.

Question: "How many contacts have you lost track of because of outdated emails?

Plaxo http://www.plaxo.com A very popular tool for this (if not THE tool for keeping contacts up to date) is Plaxo. They recently announced that in the six months following the launch of their flagship product in May 2003, more than 800,000 members in over 200 countries have downloaded and used Plaxo Contacts, which provides a simple and secure way to keep individuals' contact information up-to-date and complete.

8:31 AM 0 comments

That's not to say there hasn't been any improvement at the upper end of the labor market, with the construction industry leading the way. At the same time, there has been increased hiring in several of the higher-end professions: there is more demand for lawyers, architects, engineers, computer scientists and bankers. Manufacturing, however, has continued to lag.

Putting these pieces together, there can be no mistaking the unusual bifurcation of the recent improvement in the American labor market. Lower-end industries, which employ 22 percent of the work force, accounted for 44 percent of new hiring from March to June. Higher-end industries, which make up 24 percent of overall employment, accounted for 29 percent of total job growth over the past four months.

In short, jobs are growing at both ends of the spectrum, but the low-paying jobs are growing much more quickly. The contribution of low-end industries to the recent pick-up in hiring has been almost double the share attributable to high-end industries.

Want more? Read more of this New York Times article: "More Jobs, Worse Work"

8:54 AM 1 comments

Read these Strange, but true interview experiences here.

12:56 PM 1 comments

Read: A Young American Outsources Himself to India

1:52 PM 0 comments

"The Forbes 2000 is our new comprehensive ranking of the world's biggest companies, measured by a composite of sales, profits, assets and market value. The list spans 51 countries and 27 industries. Collectively, the Forbes 2000 account for a healthy chunk of global business: Aggregate sales are $19 trillion; profits, $760 billion; assets, $68 trillion; market value, $24 trillion; and worldwide employees, 64 million." Forbes.com

4:04 PM 0 comments

McCool said that as the economy improves and more U.S. employers increase hiring, workers most likely to find new employment will be those who are forthright and honest about their experience. Hiding dates, exaggerating compensation and providing vague descriptions of work habits will hurt an applicant's chances, he said.

Read more here

10:31 AM 0 comments

"I would be an asset to the company softball team."
"I'm tired of watching tv at home."
"Because I won't stop calling you until you do (hire me)."

Click here for the rest of the story...

2:42 PM 0 comments

Less clear is why 27 unemployed people would spend nearly a month competing for a $40,000-a-year entry-level job as a junior programmer in the Jersey City offices of Maple Securities U.S.A. Read: 'The Apprentice' Without TV, Trump or a High-Salary Job

6:32 PM 0 comments

A counteroffer is merely any type of inducement your current employer uses to dissuade you from leaving, once you have submitted your resignation. They invariably involve some type of a promise from your boss. In most situations, a counteroffer will involve higher levels of compensation for you if you stay, and your boss will usually refer to the promotion the company was planning for you, or how he or she was about to change your job description to make it more satisfying for you. Most people fail to ask themselves the obvious question, "If the company holds me in such high regard, why did I have to resign to get what I deserve?" This, of course, begs the follow-up question, "Will I have to threaten to quit in the future to get what I deserve?" The sad truth is there is an extremely high probability that you won't even be there in the future.

Believe it or not, when you announce your resignation, your employer's first thought is not about what this means to you, but rather how this will impact him or her. Just a few possible examples of your boss's immediate thoughts would be:

This couldn't come at a worse time.

I am spread too thin as it is, my department is already behind schedule, and this going to hurt morale.

My review is just around the corner, and this loss is going to take a toll on my performance.

It is not going to be easy to replace this person on such short notice, and my department's year-to-date performance was setting me up for a nice bonus.

If I can keep this person in place just until I find a suitable replacement, that would make my life a lot easier and might just salvage my vacation plans.

On the other hand, what your boss will actually say to you will be a far cry from what he or she is really feeling. Some possible examples would be:

I'm really shocked to hear you were this unhappy, let's put our heads together to see what we can come up with so you will want to stay.

This really hurts, especially since I had just worked out the details of your upcoming promotion, but upper management asked me to keep it confidential until next month.

I was going to give you a raise next quarter.

How about we make it retroactive to the beginning of this quarter?

I think you'll be pleasantly surprised by the size of the increase I have arranged for you.

I don't want to see you make a mistake here, I have heard some disturbing information about your prospective employer.

After all I have done for you, this is how you repay me.

Unfortunately, most bosses know a subordinate's emotional framework as well, if not better, than the person does. They can be very adept at pushing any or all of your emotional buttons - guilt, greed, fear, the need for recognition, and the need for companionship. When it comes to the resignation process, if you don't maintain a "business decision mindset" (similar to the mentality of a boss who decides to downsize his work force), then you run the risk falling prey to the superficial lure of the counteroffer. Before you yield to the lure of a generous counteroffer, consider these undeniable truths:

1. Regardless of what a company says when it is extending a counteroffer, you will, from that moment forward, be considered a fidelity risk. You will lose your status as a team player and your place in the inner circle. This will come into play in future decisions regarding promotions and career-enhancing opportunities.

2. Statistically, over 85% of executives who accept counteroffers are gone from that employer within 18 months of accepting the counteroffer.

3. Counteroffers are usually nothing more than a means of stalling your departure to give your employer time to figure out how to replace you.

4. When the word gets out that you resigned and then accepted a counteroffer to stay, your relationship with your peer group in the workplace will become strained as some measure of resentment will begin to surface.

The reasons that prompted you to entertain outside opportunities in the first place will still be there. Your boss's concessions will make the situation a little more tolerable in the short run, but the underlying sources of your original dissatisfaction will eventually surface again.

If, after you have learned the truths about counteroffers, and you still succumb to your boss's persuasive tactics, then there is one final reality you would do well to embrace. Although you think you're staying, you're really still leaving, but now it will be on their terms, not yours.

Ten Reasons for not Accepting a Counteroffer (Provided by the trainer Bob Marshall):

1. What type of company do you work for if you have to threaten to resign before they give you what you are worth?

2. From where is the money for the counteroffer coming? Is it your next raise, early? (All companies have strict wage and salary guidelines which must be followed).

3. Your company will immediately start looking for a new person at a lower salary price.

4. You have now made your employer aware that you are unhappy. From this day on, your loyalty will always be in question.

5. When promotion time comes around, your employer will remember who was loyal, and who wasn't.

6. When times get tough, your employer will begin the cutback with you.

7. The same circumstances that now cause you to consider a change will repeat themselves in the future, even if you accept a counteroffer.

8. Statistics show that if you accept a counteroffer, the probability of voluntarily leaving in six months or being let go within one year is extremely high.

9. Accepting a counteroffer is an insult to your intelligence and a blow to your personal pride, knowing that you were bought.

10. Once the word gets out, the relationship that you now enjoy with your co-workers will never be the same. You will lose the personal satisfaction of peer group acceptance.

1:46 PM 1 comments

Read: Saudi jobs still luring Americans

8:31 AM 0 comments

'Right now, there are 6 million occupational injuries per year in the United States,' said Tom Leamon, director of the institute."

I thought crash-test dummies only tested seatbelts.

11:35 AM 0 comments