I have seen sales professionals taking a lot of care while extending their business cards. But, they miss out on some basics when it comes to receiving business cards extended to them. Here are some classic goof ups and what you may do about them:
1. Receiving the card sitting down, when the other person hands it to you standing:
This must go down as the number one mistake sales people make. Always receive a card at the same level. Remember, a card is the identity of a person. There are far more sensitivities involved than what you might imagine.
2. Shoving the card inside your pocket as soon as it is extended:
You rub it in, when you ask “What is your designation?”, when the information is written in bold letters on the card.
3. Using your client’s business card to take meeting notes:
Nothing looks more unprofessional than using the business card just extended by someone to doodle or scribble some phone number. I have seen people using client visiting cards as bookmarks for diaries. Imagine the kind of impression it creates.
4. Abandoning the card on table while leaving the meeting:
Abandoning the card given by someone is like saying, “Your card is not important enough for me to carry”. Keep the card in a folder before you leave the meeting.
5. Tucking your visiting card under the glass sheet of client’s desk to help him remember you:
I have seen some sales people do this. I don’t know about whether this ‘technique’ helps your client to remember your name, but it definitely makes your client feel that you are desperate. Remember, it is the value you add to the customer that makes him remember your name, and not the card that you tuck under the glass.
6. Giving a missed call to the customer as soon as he gives you his card, to help him recall:
This is another tacky ‘technique’ followed by some desperate sales people. If your client wants to note your number, he will surely do so by finding the information from your business card. You cannot force your way through any sale.
7. Not extending your card in return, after receiving a business card from someone:
It is not just a common courtesy to extend your card on receiving a card from someone, but is also an effective way to develop relationships. Never make the mistake of running out of business cards. Keep some cards as ‘reserve’ in your wallet – if your business card case gets exhausted.
Keep these points in mind the next time you visit your clients.
Happy selling and happy presenting!