Steve Jobs once said, “A lot of times, people don’t know what they want until you show it to them.” While he was referring to innovative Apple products, the same philosophy holds true when it comes to financial services. To successfully identify and satisfy your potential client’s needs (step three), you must incorporate your learnings from steps one and two of our 1, 2, 3 Learn How Easy Sales Can Be Process.
You had a heart-to-heart with yourself, and now you know your potential client. Is he a saver or a spender? Does he like as much information as possible or does he prefer that you only give him the top-level rundown? Based on the interactions, questions and assessment of your potential client, you have categorized him as one of Brent Kessel’s eight archetypes. Your prospect may have already identified his strengths and weaknesses, but if not, you can help point out the benefits of his personal characteristics. You can also highlight various tendencies, such as an inclination to spend excessively or a tendency to be risk adverse. Then you can identify sound financial services and investments that best meet your potential client’s needs. Maybe it’s stocks and bonds, a mutual fund, or IRAs. Whatever solution you propose, the key is that you have understood who your client is and provided plausible financial options.
Once a prospect becomes a client, you can further build upon your learnings and guide your client to a more balanced place. And, there’s no better way to open doors to prospective clients than to truly understand and satisfy your current clients.
Homework: Review steps one (Define Who You Are), two (Understand Your Client) and three (Identify and Satisfy Your Potential Client’s Needs) of the 1, 2, 3 Learn How Easy Sales Can Be Process and turn your prospects into clients.