How Prospects Perceive You
First impressions are everything. That's as true in sales as in every area of life, business and personal. The first impression you make on a person is the one they'll always remember. Think about movie stars - you'll usually typecast them as the role in which you first saw them. To me, Anthony LaPaglia will always be Frank Pesce. Michael Douglas will always be Gordon Gekko. Al Pacino will always be Michael Corleone.
The same is true with YOU - if a prospect's initial perception of you is one of professionalism and excellence, that is how they'll always perceive you. On the contrary, if the first impression is one of unprofessionalism, or lack of success, or of desperation, that's how they'll always view you, no matter how hard you work or how much you do for them down the road.