Often when prospects meet you for the first time, they already hold positive, negative or neutral feelings about doing business with you. The mindset with which they come to you can be a critically important factor in determining whether they will eventually decide to do business with you.
Our prejudgments are often self-supporting. It’s simple psychology, really. If people come to the table wanting to work with you, they will find reasons to support this desire—even if your presentation isn’t perfect. If they come to the table not wanting to work with you but willing to hear what you have to say, they will be consciously or subconsciously looking for reasons not to choose you. It is true in politics, in business, in dating—in life in general. When it comes to our judgments, we want to be proven right.
If I come to the table with positive feelings about you, I will likely find a reason to be right. Have you given people a reason to be positive about you before you meet? (That’s the goal of marketing.)