London, UK
Earlier this week I hinted that being late to an appointment is one of the worst things you can do as a salesman. The same applies if you’re a budding presenter or actor late for a gig or audition. Look, from time to time you will be late to a sales meeting or an important sales appointment will run over time you allotted, then there’s an unexpected traffic problem on the North Circular, or the blasted RMT are on strike again and your wife will call you about her car that’s just broken down. Things like these can and do happen. Some businessman, freelancers and sales executives though are routinely late for appointments, briefings and auditions and they underestimate what it says about them and their company. I think it means two things:
You Lack Respect
When you arrive late, you are sending the message that even though you promised to be respectful of other people’s time, you’re not. Pitching up late means that you will inevitably lose control, fatal if you’re trying to sell a product, service or even yourself! Unless you’ve got a damn good excuse, people will remember your tardiness and may not be inclined to give you other opportunities in future.
Your Time Management Needs Improving
Time Management is really just a euphemism for self-management. Top salesmen know this and plan their appointments meticulously including carefully planning “drive time” to their appointments. You also need time each week to research, plan and rehearse what you’re going to say. You know the old adage – practice makes perfect. So rather than leading a chaotic existence, say “no” to things that get in the way and ensure you leave enough time to do the things you need to do. If you have difficulty in doing this, then ask for help.
Remember you never get a second chance to make a first impression.
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