How to Build Your Story-Benefit Matrix

How to Build Your Story-Benefit Matrix

Last week I blogged about a useful sales tool called a story-benefit matrix, and why you should develop one for your practice. Just going through the process is beneficial: It forces you to think through a number of different ways your prospective client will benefit by working with you – and gives you an opportunity to help tell an illustrative story that will cement that case.

It’s basic “soft-skills” at work.

But it’s helpful to understand how to build one yourself, so let me help you with that.

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6 Analogies to Use When Convincing Clients to Stick to The Plan

Stories and analogies are great ways to capture a client’s attention and get them to see things from a different perspective. When used correctly they’re highly useful tools to help persuade clients to act in the way you want them to. Analogies are especially effective because clients come to understand what you’re saying by drawing their own conclusions.

Here are six great analogies to help your clients see that they should stick to the plan.

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How to Use Stories and Analogies to Influence and Persuade

How to Use Stories to Influence and Persuade - for Financial Advisors

During our latest monthly webinar, held July 24, 2104, we discussed the importance of speaking in such a manner that our listener understands everything we say. It is the Advisor’s job to influence and persuade and it all begins with communicating clearly. “We want to go home and think it over” is often code-speak for “We don’t really understand you.”

When you give a good presentation full of sound advice and people choose not to act, what went wrong? Why did they choose not to do business with you? Why did you fail to move them?

There really aren’t that many possible answers to this question.

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