1. Welcome fellow business builders! Property of Opportunities, Inc. - To reprint please request written permission.

2. Do you have your customer at “HELLO”? https://www.youtube.com/watch?v=tU1VFRlhsP8 Property of Opportunities, Inc. - To reprint please request written permission.

3. Think about it.  48% of sales people never follow up with a prospect  25% of sales people make a second contact and stop  12% of sales people only make three contacts and stop Property of Opportunities, Inc. - To reprint please request written permission.

4.  I gave them all the information, now I just need to be patient.  I don’t want to bother anyone.  I didn’t hear back from anyone, so probably not interested.  I don’t know what to do next. Only 10% of sales people make more than three contacts WHY? Property of Opportunities, Inc. - To reprint please request written permission.

5. Think about it.  Only 2% of sales are made on the 1 st contact  Only 3% of sales are made on the 2 nd contact  Only 5 % of sales are made on the 3 rd contact  Only 10% of sales are made on the 4 th contact Property of Opportunities, Inc. - To reprint please request written permission.

6. 80% of sales are made on the 5 th – 12 th contact That means only 10% of business developers gain 80% of the business. How do they do it? It all begins with the FIRST IMPRESSION….. Property of Opportunities, Inc. - To reprint please request written permission.

7. Remember the saying …… “you only get one chance to make a 1 st impression” Why not be the exception! Property of Opportunities, Inc. - To reprint please request written permission.

8. What makes you the exception? Let’s start with the 3 V’s VIEW – present a professional image. 93% of your FIRST IMPRESSION is based on NON-VERBAL DATA. Appearance – smile, eyes, neatness of your hair and attire, body language Work Materials –brochure, business card, etc. VOICE – use a pleasant and confident tone. Pay attention to other person’s affect and speed. Meet their style with polite reservation. VERBAL – speak wisely. Choose your First Words carefully – TRUST & CREDIBILITY STATEMENT Property of Opportunities, Inc. - To reprint please request written permission.

9. What is TRUST? The confident belief that someone/something is good and honest. We feel it. It is an emotional attachment. Heartfelt. What are some examples of trust? What is CREDIBILITY? The extent of being seen as reliable, quality of showing expertise. We think it. It is an intelligent attachment. Mindful. What are some examples of credibility? Property of Opportunities, Inc. - To reprint please request written permission.

10. CREDIBILITY = QUANTIFY (#) Customize - choose at least 1 of the following, or another quantifying fact: How many years have you been in the field of service or position? How many years has the agency/organization been serving people? Impressive statistic regarding service delivery. Compiled # of years within service delivery team. What will make your INTRODUCTION the exception? The 2 KEY COMPONENTS include: TRUST = TITLE First and Last Name Position Property of Opportunities, Inc. - To reprint please request written permission.

11. For best results, your TC should be presented at the introduction of the relationship. “Get them at HELLO!” Don’t wait for the customer to ask you for it. Think about it…statistics show you have less than 10 seconds to make your ONLY FIRST IMPRESSION. Be the exception. WHEN to use your Trust & Credibility Statement? The first 8 seconds of your relationship! Property of Opportunities, Inc. - To reprint please request written permission.

12. Let’s create YOUR Trust and Credibility statement! Trust statement: What is your full name? What is your job title? Pick a Credibility statement: How many years have you been in your field? How long have you been with your current company? How long has your business been around? Do you have an impressive service statistic? LET’S SHARE! Property of Opportunities, Inc. - To reprint please request written permission.

13. Hmmmmm…..not sure this is for you? Consider the 3Cs CONFIDENCE: ensures you are credible COMFORT: ensures you are likable, relatable, “comfortable” COOPERATION: ensures an understanding of partnership Property of Opportunities, Inc. - To reprint please request written permission.

14. Be the exception – Bonus Tool!  Do you want a simple and VERY effective tool that works every time you REALLY use it?  Do you often wonder how the “experts in business relations” make it happen?  Do you like to dance? Then, let’s …….. BOP till you DROP! B e the O ther P erson Ask yourself, when you connect and “stay tuned in” throughout the interaction. 1. Who is this person and what is his/her role? 2. How will this interaction benefit the other person? 3. What do I want this person to think about me/my business at the end of this interaction? Property of Opportunities, Inc. - To reprint please request written permission.

15. FOR MORE INFORMATION CONTACT: Robin Kennedy Director of Agency Relations Opportunities, Inc. rkennedy@oppinc.com Property of Opportunities, Inc. - To reprint please request written permission.