1. Frank Sessa Payroll Associates LLC April 5th, 2007
“First Impression”
Frank Sessa
Payroll Associates LLC
April 5th, 2007

2. Agenda Definition Pre Approach Appointment Strategy Follow Up Summary
Q and A

3. Definition “What do you mean by First Impression?”
First Communication?
First Phone Call?
First Interaction?
FIRST APPOINTMENT

4. Definition, Cont.
Making our best impression on a prospect in terms of knowledge of their business, knowledge of their business as it relates to your services, and the representation you want to convey about YOUR company
First In Person Appointment

5. Pre Approach Researching data about your appointment Web Site
References
Spheres of Influence
Know the PROSPECT!!!!!!!
Preparation

6. Appointment Strategy Appearance -Suit or Casual
-Depends on the prospect and their business
-When in doubt Suit and Tie
-Professional (Pen/Portfolio/Information or hand outs – Any presentation in good organized order

7. Cont… Timeliness – BIG Always be at the appt. at the EXACT TIME
Lobby Manners, etc.
Observe the surroundings – it may tell you something, it may not, BUT you are sitting there

8. Cont….. Meet and Greet Engage:
- Begin with your style, a comfortable place
-BE YOURSELF – it comes out real quick

9. Cont. Meeting: -Do about 10% of the talking
-Engage the prospect by probing or relating their business – refer to research you have done
-Establish a creditability for a genuine interest in their business

10. Cont.
Establish your company as an Employer Services firm, or add any other competencies that relate to other existing services you offer
ADP and PayChex are selling a recruitment to retirement approach
As you come in, they will base much of that perception on what you bring to the table

11. Cont….
Although the prospect may need only 2 of 10 services you offer, the fact and reality that you do offer those services will be the means for their comparison, especially with relation to pricing

12. Follow Up Closing for next steps May be within the same appointment
May be an analysis call
Sell the consultative nature of your expertise
Sell the ability to cut cost or save money

13. Follow Up
The analysis you deliver will be indicative of the potential sale
ROI
Making life easier for the decision maker
Close for business

14. Summary Everyone looks for first impressions
They carry a lot of weight
Position the relationship going forward
Think hard about positioning your company
Identify sale clearly
Be consistent

15. Q and A????