/ by Don Connelly / Presentation Skills / 0 comments
Yes, I’m a huge believer in stories, and in taking time to build value in your services, your brand, and in taking a detailed fact-finder, so you can make your engagement truly client-centered and set yourself up for the close.
But as we all know, many times there just isn’t enough time.
Sometimes you don’t have a leisurely lunch appointment. Sometimes it’s just a meeting engagement: A shared Uber ride, a shared elevator. That’s why you need an “elevator speech.”
Before we get into what constitutes a good elevator speech, let’s think about what you want your elevator speech to accomplish for you.
In 30 seconds or less, a good elevator speech should accomplish the following:
Establish your unique value proposition (UVP).
Establish a reason to initiate contact later.
Establish the means to initiate that contact.
Set up the expectation of contact.
Let’s look at each one in turn.
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Create an Elevator Speech that Wins
/ by Don Connelly / Presentation Skills / 0 comments
Yes, I’m a huge believer in stories, and in taking time to build value in your services, your brand, and in taking a detailed fact-finder, so you can make your engagement truly client-centered and set yourself up for the close.
But as we all know, many times there just isn’t enough time.
Sometimes you don’t have a leisurely lunch appointment. Sometimes it’s just a meeting engagement: A shared Uber ride, a shared elevator. That’s why you need an “elevator speech.”
Before we get into what constitutes a good elevator speech, let’s think about what you want your elevator speech to accomplish for you.
In 30 seconds or less, a good elevator speech should accomplish the following:
Establish your unique value proposition (UVP).
Establish a reason to initiate contact later.
Establish the means to initiate that contact.
Set up the expectation of contact.
Let’s look at each one in turn.
Read more
Three Challenges Financial Advisors Face in Their Daily Work
/ by Don Connelly / Managing the Relationship / 0 comments
A recent post on this blog outlined three challenges Advisors face when acquiring clients. This week I’ll outline three more chief challenges you are probably facing in your daily work, along with some tips on how to overcome them.
#1. Providing clients with reassurance when the markets take a downturn
Keeping clients on track when markets take a dive is a situation many advisors find tricky. But It’s essential to know how to keep clients invested for the long term.
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