/ by Don Connelly / Managing the Relationship / 0 comments
To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.
By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.
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Get Involved in Your Clients’ Decision-Making Process
/ by Don Connelly / Managing the Relationship / 0 comments
To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.
By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.
Read more
Understanding Your Clients’ Behavior Is Key to Your Success as a Financial Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
The more you understand what motivates your prospects and clients, the better your chances of success when it comes to attracting and retaining them. When you begin to see things from your clients’ and prospects’ point of view you can start to influence their decisions and help them make good financial decisions.
So break out of your own mindset. Step into their shoes: Then you will be able to build strong client relationships, anticipate your client needs and manage their expectations.
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