In the October issue of "The American Salesman", John Graham makes the case that running out of clients is even worse than running out of gas. One can always find a way to get a can of gas...at a price. Finding new clients is different...and more problematic each passing day.
With 100+ million phones now registered on the Do-Not-Call Registry, prospects are saying loudly and clearly...that they are tired of being pestered with Sales Call Interrupt-Us.
The Prospect Pool is not a bottomless source of interested investors that can be tapped at a moment's notice. Consequently, what can advisors do or say that recognizes that clients are in short supply?
- Don't make assumptions. There is no single "model" that identifies what a potentially good clients looks like. Appearances are deceiving. Before bypassing what appears to be a small client, ask the right questions that can uncover potential sources of business.
- Act as if every prospect is important and every client counts. Look for the sales potential in each prospect.
- Meet client needs. Concentrate on what your client wants in order to be happy and satisfied.
- Recognize your value. Advisors can suffer from a lack of client appreciation. Sadly, it goes with the territory.
- Show appreciation. Say thank you.
- Decide who you want as clients. Planned encounters are more predictable than happenstance.
More of these insightful comments tomorrow. Have a Great Monday!
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