As you know, you have many opportunities to speak to a prospective client – whether you are giving a lecture/seminar, or you meet someone out at a party, a restaurant, etc., the circumstances really do not matter, there are things you should say and NOT say in order to express your value.
Try to eliminate YOURSELF from the conversation and make it all about them. Avoid saying “I” if at all possible. Avoid talking about the specifics of the services you perform or provide. Instead, focus on the value that the prospective client will obtain/enjoy/receive as a result of using your products or services. This is a really important point. Many of us tend to focus on, “I do this”, and “I do that”. What your prospective client, really wants and needs to hear from you is, “By coming to my office/business, here is the value you will receive as a result of using me, my products, or my services.”
In other words, it’s all about the value of what you offer and not necessarily the specifics of your products and services.
This is “strategic conversation” that will generate fantastic traction with your financial advisor leads. And, you will be able to stimulate perfect word-of-mouth as this prospect will take what you say to them out to people they care about and deliver a perfect message about why they should use you over anyone else.
Focus on this. Think about this the next time you have a conversation with a prospective client – It’s all about value!
*This Financial Advisor marketing strategy is all about the art of communication.