Many financial professionals have heard a client say: “Just tell me what I can do to help you!” The response you would love to give is “Send me clients.” You can’t say that! Where can you take this conversation?
Sales is both art and science. Your client wants to help, but won’t want to leave their comfort zone. If you were to say: “Wear this sandwich board and walk up and down the sidewalk outside my office this Saturday” they would probably have other plans. How can they help you?
1. The client-prospect dinner. You would like them to introduce a good prospect. One way to get the wheels in motion is to invite your client out to dinner at a nice restaurant and ask them to bring a friend. You might need to coach them how to extend the invitation, but a nice restaurant should be a big draw.
2. Introduce me to your family. It’s the concept of selling up and down the family tree. It’s the holiday season. People throw parties. They attend them. Bringing a guest is standard procedure. They will likely introduce you in your professional capacity, praising you in glowing terms.
3. What organizations do you belong to? Many community groups feature speakers. They have foundations, endowments and money put away for a long time. They may be in a position to connect you with the right people. This might never have occurred to your client.
4. Do you know this guy? You have a big prospect on your radar. You’ve looked them up on LinkedIn. Your client is a shared connection. How well do they know them? Would they be willing to introduce you over coffee or drinks?
5. Who in your office is retiring in the next year or so? Not everyone has done a good job in retirement planning. They likely have questions about rollovers, Social Security and whether they have enough money saved or will need to get another job. They might have no idea who to ask.