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First contact protocol

Question
What should be the focus of a first-time customer contact? 
Answer
The first contact with any prospective customer should be made with the the intention to:

- Build a relationship, not get a sale

- Get to know the prospect and his or her requirements better

- Allow the prospect to get to know you better

- Position yourself for a follow-up appointment

- Qualify the prospect to see if he or she fits your best customer profile

Don't refuse to make a sale. But in this first contact, very low pressure is the the objective. Remember, in the 21st century, building a relationship is more valuable than a quick sale. 
Brain Trust contributor: Dr. Ivan Misner is the Founder and Chairman of BNI and author of many books, including Truth or Delusion?and Masters of Success
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