When you meet prospective clients during the selling cycle – or anyone, for that matter – for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way to making a sale by completing the following steps, in this order:

  1. Smile genuinely and warmly.

  2. Make eye contact.

  3. Offer a comfortable greeting.

  4. Shake hands.

  5. Give your name and get the prospect’s name.

Long-term relationships begin in the first ten seconds.