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April 10, 2008 at 08:00 PM
- Follow the 80-20 rule. The more you listen, and ask great questions along the way to elicit more and deeper levels of understanding, the more likely your response will be on target.
- Make it about them. Once you understand the prospect, tailor your comments and approach around their needs, their issues, and their concerns.
- Match the prospect. Watch the prospect and communicate in ways that they can identify with.
- Don’t assume. Just because the prospect fits a certain profile, don’t put them in a bucket with all other people of that same profile.
- Provide context. Provide background and other information to help the prospect make sense of what is being sold.
- K.I.S.S. Keep it simple, simply. Don’t use complicated industry jargon.
- Take “No” for an answer. Not every client is right for every advisor. There are times when “No” is the right answer – for both of you.
- Qualify. Ask the right questions, listen for concerns or hesitation and be sure the prospect is in the position to actually buy.
- Keep at it. Stay in contact in a positive way, keep networking and keep prospects up-to-date about your activities.
- Play the percentages. Work with only well-qualified prospects, but make sure you are generating enough opportunities to find several at any given time.
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