A simple but crucial tool to remember that sets the right tone for business opportunities.

Kathryn walked into a prospective client’s office with low expectations of winning. In her mind, she knew the chance of her small marketing firm getting the nod for such a lucrative contract over her bigger, more established competitors was low.

When the Senior Vice President greeted her, Kathryn was pleasant but her enthusiasm and confidence level could be aptly described as “low voltage.” The meeting wasn’t terrible, but Kathryn was correct, it wasn’t going to win her firm a rain-making contract. And it didn’t. Poor Kathryn.

Question: What do the weather and how old you are have in common?
Answer: You have no control over either.

Question: What are some things you CAN control?
Answer: How you choose to influence others when first greeting them. If you apply this with passion and consistency, your business results because you’ve se the right ton..

Make great first impressions: Sounds academic, but start paying attention to how people greet you. Do they smile at you? Do they convey warmth and enthusiasm? Do they ask questions and show interest in you? ABC in sales means “Always Be Closing.” Bunk! Try ABO: “Always be opening.” This is what sets the tone for profitable relationships.

Winning Behavior: Smile, firm friendly handshake, direct and pleasant eye contact. Motivational pioneer, Earl Nightingale said, “Treat every person you meet like he or she is the most important person on earth, because to that person they are.” Right on Earl.

The awareness of others’ need to feel significant should be reflected by you greeting them as such on a highly consistent basis. Great leaders and successful business people make positively influencing those around them a lifestyle habit.