Q: I’m working on improving my face-to-face presentation to prospects. Can you provide some suggestions?
A: Having an effective client presentation is essential. Educating, not selling, your client is key. For suggestions, I went to Marc Jacobson of Marc Jacobson & Associates in Northbrook, Ill. Marc outlined the three important rules to keep in mind: Be brief, be smart, be done. He divides the sales process into three stages:
o How you do fact finding on the phone is the first step. Be prepared to make this simple—that’s what people want. Fact finding over the phone can be done by a trained assistant.
o Again, make your presentation simple. People want to be presented with facts and then make an informed decision.
o Tell them that there are only two reasons why they should buy LTC. If neither is important to the person, then they shouldn’t buy it.
1. The first is to protect what they have for their spouse or children. Actually, our research has shown that in today’s environment, this is the less important of the two. Three years ago, before the 2007 crash, it was more important.