There is a time and place to ‘jump in head first,’ like when you decide to start a blog about your family vacation or you volunteer to plan a party for your co-workers. There’s not much to lose. On the other hand, when it comes to repelling down a cavern or getting to the top of your sales, jumping in head first will likely get you injured or searching for a new job.
Sales (or repelling down a cavern for that matter) are not rocket science, but if you go in blindly, odds are you might lose your head. Rather than jump in to your next sale, take a step back. By following the three easy sales steps in the 1, 2, 3 Learn How Easy Sales Can Be Process, you can turn a prospect into a client.
- Define who you are
- Understand your potential client
- Identify and satisfy your potential client’s needs
Much like a new exercise routine, it’s best to take one step at a time, so start with defining who you are. While it might seem intuitive, often overlooked is the one person who is crucial to your sales—YOU. Figure out who you are and how that impacts your traits as a financial advisor. I encourage you to grab a piece of paper or go for a walk and think about the following questions:
- What is your story?
- What are your passions?
- What is your business’ 30-second elevator pitch?
- How do you handle your own money?
- How have you spent your money in the last three months? On necessities, pleasure, a mix of both?
- Are you a saver or a spender?
- What are your spending triggers?
- Where do you want to be, financially, in 10 years? 20 years?
Without knowing who you are, how can you possibly understand your potential clients? Once you have answered the above questions, you will be better able to connect with prospects. Perhaps you have similar spending habits and can share stories of your parallel experiences, which may range from Starbucks addictions to retirement planning. On the flip side, maybe your potential client is an impulse spender and you are a manic saver. By knowing who you are before the interaction, you can ask questions that invite learning and understanding, rather than alienate your prospect.
Homework: Define who you are, the first step in the 1, 2, 3 Learn How Easy Sales Can Be Process. Look for step two later this week.