There are a few things your prospects need to hear you say to make them feel comfortable with working with you and following your process. These statements will make a positive impression and experience for your prospects. Your words must be backed by action and should be part of your consistent process.
A Personal Greeting
Think about it this way, if you have a brand new prospect coming into your office for the very first time, what would make them feel good? For starters, when your assistant greets them, have him or her address your prospects by name: “Mr and Mrs Smith, it is great to see you again! We enjoyed seeing you at the workshop. Can I offer you something to drink from our drink menu?" Something this simple makes your prospect feel like they are not just another person walking into a financial services business to get sold something. You demonstrate you care about them and they are just as important as anyone else who comes into your office.
"This is the purpose of this meeting."
Do you have an agenda you share with your prospects when kicking off the meeting? It sounds like small detail, but little things such as this make a world of difference. Sharing the agenda for the meeting is important. It allows the prospect to see and hear exactly what they can expect. By providing the agenda and talking about it with prospects, you can help them feel like they don't need to be as defensive.
"This is the process."
I don’t know about you, but if I do not know what to expect when walking into a new situation, I have all kinds of doubts, questions, and my mind tends to be all over the place. If someone were to share with me and talk with me about their process and what I can expect each step of the way — that would help alleviate my anxiety. It would also allow my mind to rest and for me to be able to listen more attentively. After all, isn’t that what you want from your prospects - them being able to listen with an open mind and not be distracted?
"This is the next step."
Finally, when your appointment is over, rather than saying “We will be getting back to you”, try this: “Our next step in this process is to perform an analysis all of the information you have provided and your current situation, which will take some time. You can expect my office staff to be calling you to set up our second appointment in the next 4 to 5 days”. Just something as simple as this gives the prospect a specific time line and let’s them know exactly when to be expecting a call back.
"Do you have any questions?"
Be sure to ask your prospects at the start and end of each and every meeting: ”Mr and Mrs. Smith, do you have any questions for me at all?" Answering questions up-front allows for better overall meetings. You will be able to address the rest of your prospects' concerns and work towards building a stronger relationship.
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