July 18, 2022 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every prospect that makes it that far probably six to nine fall by the wayside. That makes that first meeting ever so crucial. There’s a lot that must be accomplished. It has to go perfectly. There’s a minimal margin for error.
Every advisor has their own formula for constructing a perfect prospect meeting. It invariably includes a polished presentation and ample opportunities to present oneself as a likable, competent professional.
However, ensuring that first meeting is a success comes down to how you structure it to address all the prospect’s questions and concerns. They’re meeting with you to find out who you are and why they should work with you. They need the answers to very specific questions on their mind even though they may not ask them. So, why not structure the meeting around what your prospects really want to know?
Here are a few such questions they are asking themselves.
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Nail the First Meeting with a Prospective Client: Address What Your Prospects Want to Know
July 18, 2022 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every prospect that makes it that far probably six to nine fall by the wayside. That makes that first meeting ever so crucial. There’s a lot that must be accomplished. It has to go perfectly. There’s a minimal margin for error.
Every advisor has their own formula for constructing a perfect prospect meeting. It invariably includes a polished presentation and ample opportunities to present oneself as a likable, competent professional.
However, ensuring that first meeting is a success comes down to how you structure it to address all the prospect’s questions and concerns. They’re meeting with you to find out who you are and why they should work with you. They need the answers to very specific questions on their mind even though they may not ask them. So, why not structure the meeting around what your prospects really want to know?
Here are a few such questions they are asking themselves.
Read more
How You Present Is as Important as the Information You Are Presenting
July 17, 2014 / by Don Connelly / Presentation Skills / 0 comments
The facts and figures you present to your clients may not be as important as you think they are. Clients don’t want more information. Clients want someone they can trust. While you are giving your presentation, they are not deciding on the accuracy of the numbers. They are deciding about you. Can I trust you? Will you always do the right thing? What are your values? Are you on my side? They need to trust you, not the numbers.
How you say something is as important as what you say.
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