Address Your Prospects and Customers Correctly!

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When you are introduced to someone, do you shorten their name? Do you say Tom when meeting Thomas? Dave when introduced to David? Sue to Susan?

Stop! Many people don’t like their names shortened without their permission. It is much safer to ask, “Do you prefer Tom or Thomas?” than to just assume.

It is also not a good idea to make assumptions when using formal titles in emails or other business correspondance. Your prospect could be a doctor and therefore you should not automatically address him as “Mr.” when “Dr.” is actually correct. Many women find it insulting when they receive an email addressed to “Mrs.” when they are not married. In this case, the title “Ms.” would be more appropriate. On the other hand, some women who are married do not like this term. When in doubt, it is better not to use a formal title than to risk insulting someone.

The bottom line is if you address someone incorrectly, you can do more damage than if you never addressed them at all. On the other hand, as Dale Carnegie once said, “Remember that a person’s name is to that person the sweetest and most important sound in any language.” More motivational quotes here.

Want more ideas on how to present youself and your product more effectively? Join me on my webinar, Closing More Sales by Making a Better Sales Presentation – How to present your product so the customer actually buys.

Or check out my book Action Plan For Sales Success. It includes many best practices and tools used by today’s top sales performers that you can use to impact your sales immediately.

Aim Higher!

Susan A. Enns, The B2B Sales Coach, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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