PowerMinutes Coffee Break, TODAY, August 16th at 10 AM Eastern!
Every Tuesday, I’m hosting live, 15-minute *cups of coaching*.
Get answers to your questions about prospecting, sales, marketing, time management, practice management and more. Nothing is off limits! No registration required!
Just grab your brew and come to https://zoom.us/j/7120346888.
or join us by Phone: (646) 558-8656 or (408) 638-0968, Meeting ID: 712-034-6888
Want more info? Email issues? Please, contact me.
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NEXT UP: Wednesday, August 17th at 2 PM Eastern
Postema Marketing Group is hosting my third webinar in its series How To Become A Client Magnet. I’ll be focusing on Part 3 of my book, Become A Client Magnet: “How to ‘Sell’ as a Professional”.
While the program is for PMG members, anyone who is interested may attend by visiting http://goo.gl/a5sT0a.
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It’s Not Your Grandpa’s Business Environment
As I often do in my workshops, I asked a group of young financial advisors recently to tell me what their biggest challenges were.
“That’s easy!” Paul, an advisor from Minnesota, called out, “It’s asking for referrals—I just don’t do it.”
I asked Paul his reasons for not at least having a conversation about being introduced, and he told me this story:
“My grandfather and my father have both always told me that if you do a good job, people will notice and will recommend you to others. It makes me feel awkward to actually bring the subject of referrals up in a conversation, because I feel like I’m doing something wrong.”
“Have you been doing a good job for your clients?” I asked Paul.
“Well, yes!” he responded emphatically.
“Have they been sending other people to you?” I asked.
“Well…not very many,” came the reply.
“Maybe it’s not your grandfather’s business environment,” I suggested. “And maybe you need a new story and a new approach that works today.”
A recent study by Charles Schwab concluded that 91% of our clients would be comfortable recommending us to others, but only 29% of them actually do. The reality of our busy world is that if you don’t focus your clients’ attention on this subject, they won’t think of it on their own. Approach the subject of referrals as a means of helping your client to help the people she cares about.
The story Paul was taught was that having an “introduction” conversation was wrong. Even if it was true in his father’s and grandfather’s day, it isn’t now—if you can have one in the right way.
Where are you getting your stories? Keep them fresh, and keep REACHING…
