The next question I have about prospecting from people I talk with is what should you look like when you go on a walk-in cold call. My answer to that one would be it depends upon the situation.
Obviously, if you are calling on a white collar office building in downtown of a metropolis, you probably would want to wear a nice pair of slacks, a nice dress shirt and a tie, and possibly a suit jacket, so you look like everyone else going into the building.
Dressing For Business Like Joe
I own a commercial real estate company right now. If I am calling on an industrial park or industrial landowner, I’m going to show up wearing a nicely pressed golf shirt and either khaki pants or jeans that resemble the people that are working in their field or in their parking lot moving heavy equipment around.
[Tweet “I wouldn’t wear a banker’s suit calling on a junkyard because I would stand out.”]
I always say that I try to dress a little bit nicer than the person I’m calling on, but not to a level where I’m noticed. For instance, I wouldn’t wear a banker’s suit calling on a junkyard because I would stand out. I would be noticed by the security people on the property.
I would also be intimidating to the people I call on. All that will do for me is to put up their resistance and make it more difficult for me to get a conversation.
To answer the question about what you should look like, you should look like the person that you are calling on’s attire with a little bit more professionalism than what a person in that industry is suited up as. Again, the intention is to be a chameleon when you walk into their building and also to be a nonthreatening professional there to provide useful information. This is what dressing for business is all about.
The next item we are going to go to after this will be what you should sound like.
In Joe’s Words
Thanks Joe
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