/ by Don Connelly / Managing the Relationship / 0 comments
Nailing that initial prospect meeting is crucial if you are to have any chance at starting a relationship. If you follow your first meeting preparation checklist to a T, you’ve established good rapport, shown your authentic self, listened more than talked, and pinpointed the person’s pain points. You mapped out the initial steps to address their biggest concerns and got agreement to forge ahead. What comes next?
In many respects, your follow-up to that first meeting is just as crucial as it will either reinforce your prospect’s positive feelings about you and the experience, or it could raise red flags triggering remorse. The initial meeting follow-up is your opportunity to showcase your commitment to excellent client service and set the tone for the new relationship.
Too often, advisors allow critical things to fall through the cracks, creating a perception of incompetence or not caring. That’s why a post-meeting checklist is just as essential as a meeting prep checklist culminating with a well-crafted follow-up email or letter setting the stage for the next step. It doesn’t have to be a lengthy checklist but completing the items on a timely basis is critical.
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The Importance of a Post-meeting Checklist
/ by Don Connelly / Managing the Relationship / 0 comments
Nailing that initial prospect meeting is crucial if you are to have any chance at starting a relationship. If you follow your first meeting preparation checklist to a T, you’ve established good rapport, shown your authentic self, listened more than talked, and pinpointed the person’s pain points. You mapped out the initial steps to address their biggest concerns and got agreement to forge ahead. What comes next?
In many respects, your follow-up to that first meeting is just as crucial as it will either reinforce your prospect’s positive feelings about you and the experience, or it could raise red flags triggering remorse. The initial meeting follow-up is your opportunity to showcase your commitment to excellent client service and set the tone for the new relationship.
Too often, advisors allow critical things to fall through the cracks, creating a perception of incompetence or not caring. That’s why a post-meeting checklist is just as essential as a meeting prep checklist culminating with a well-crafted follow-up email or letter setting the stage for the next step. It doesn’t have to be a lengthy checklist but completing the items on a timely basis is critical.
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First Meeting with a New Client—Preparation Checklist
/ by Don Connelly / Managing the Relationship / 0 comments
The first meeting with a new client should be a momentous event for both you and the client. For your client, it’s the first opportunity to validate their decision to select you as their advisor. For you, it’s the first opportunity to showcase your professionalism and reinforce your new client’s decision. You both hope this will be the beginning of a long and trusting relationship.
As you prepare for your first client meeting, it’s critical to remember that you are being carefully evaluated. Your new client is essentially taking a leap of faith in choosing you, and you must always strive to make them feel like they have made the right choice. With that in mind, your first meeting sets the tone for the entire relationship. Plan it with care.
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