If you don’t already know or haven’t taken advantage of it, CreativeOne offers Digital Facebook Seminars that get you in front of your clients and prospects to present on various topics. This not only introduces you to potential clients in your area, but also exploits your knowledge and authority in your industry.
However, getting people to show up to your event is the easy part. Afterward, it can seem difficult to get those prospects to make a first appointment with you. You may be asking yourself, “What did I do wrong?”
It isn’t a matter of what you did wrong; it’s a matter of what can you do differently. We’ve put together a short list for you to consider that will lead you to a successful first appointment with your prospects following a workshop or seminar.
1. Call During “Off” Hours
This is especially helpful when you are trying to reach high-level executives or business owners—these people don’t just punch in at 9:00 and leave at 5:00. If you are trying to talk directly with these people, try calling early in the morning or later in the evening. They are more likely to take your call because they aren’t “peak” hours.
Think: how many times have you ignored a call from an unknown number on your phone between 9:00 a.m. and 5:00 p.m.? You are more likely to answer the call when business is a little slower or you are in the car. Calling in the off hours shows you are dedicated to your work, your company and your services. You are sending the message that you are willing to go the extra mile for your customers.
2. Active Listening is Critical
By allowing the client to do most of the talking, they will tell you what you need to know, and possibly what they need they don’t know about. Focus on identifying their needs and concerns, so you can help address them in the product solutions and strategies you present later.
To show you are actively listening to their needs and their story, consider a few of these tips:
- Repeat back what they have told you.
- Make eye contact and take notes.
- Ask open-ended questions.
Open ended-questions get the conversation focused on the client, instead of focusing on you and your services. Don’t wing it—write down some questions before your appointment to get the conversation rolling.
3. Be the Same Person
Being the same person in the appointment that you were in the workshop furthers their trust in you because you are being consistent in your character. If your potential client feels they can’t predict your demeanor, they will be uneasy about working with you, and possibly go to your competition. Presenting a calm, confident, knowledgeable professional who is more than capable of helping them is what you want to portray overall.
4. Don’t Be a Salesman
This may go against your sense-of-being, but pushing a sale puts you in a vulnerable position. It portrays that you need the client to further your ends. While that may be true in some aspect, your potential client needs to know their needs and concerns are above your own aspirations.
Instead, be a problem solver. Problem solving puts you in a position of strength, viewed as the knowledgeable financial professional you are, and they can benefit from your knowledge and services.
Ready to have a successful first appointment? If you need more tips like these, contact your sales consultant to learn more. They can help you have a successful first appointment and provide resources such as retirement income calculators and helpful guides for your clients. Call today to learn more.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC. 13518 – 2017/09/07