May 18, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Recently, in my post ”Never Underestimate the Power of a Good ‘Who I Am’ Story,” I mentioned the concept of building a good “story-benefit” matrix. I wanted to take a little time and drill down that concept.
Many salespeople are familiar with the concept of a features-benefit matrix – a handy little cheat-sheet that helps sales and marketing people translate product features into benefits for the customer.
Here’s how a features-benefit matrix works in a nutshell.
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Why You Should Create a Story-Benefit Matrix
May 18, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Recently, in my post ”Never Underestimate the Power of a Good ‘Who I Am’ Story,” I mentioned the concept of building a good “story-benefit” matrix. I wanted to take a little time and drill down that concept.
Many salespeople are familiar with the concept of a features-benefit matrix – a handy little cheat-sheet that helps sales and marketing people translate product features into benefits for the customer.
Here’s how a features-benefit matrix works in a nutshell.
Read more
What Not to Do in The First Client Meeting
April 3, 2017 / by Don Connelly / Managing the Relationship / 0 comments
It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way – because it’s unlikely you’ll get a second chance.
There’s no ‘first meeting rule book’, however there are some things to avoid if you want to move things forward. Here are a few.
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Self-awareness Helps You Understand How People Perceive You
April 28, 2014 / by Don Connelly / Best Practices / 0 comments
As a Financial Advisor, your image is all-important. You’ve got to get it right. The burden is on you to decide how you want people to perceive you. As you are crafting your image, be reminded that every word you say and every move you make are advertisements. In too many cases, there is a big difference between what the Advisor thinks he is sending as an image and what the world perceives.
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People Are Deciding about You, Not the Numbers
February 3, 2014 / by Don Connelly / Marketing Yourself / 2 comments
When you are trying to convince someone to do business with you, you must earn that person’s trust. When you use charts, graphs and numbers to make your point, you are asking the person to trust the numbers. Asking someone to trust the numbers is really saying there is no need to trust you.
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