Premature presentations

25 September 2022

New Advisors are terrified of meeting new prospects. Why?

Because they approach cold prospects with an agenda. Prospects can sense and feel when we have an agenda of selling what we have.

It feels like this. We approach a prospect and say “would you be interested in my business/offering?”

Definitely not great opening statements.

Instead, why can’t we just be normal? Here is a little formula for helping new Advisors expand their circle of acquaintances.

1. Smile.
2. Say “hi” in a friendly way.
3. Ask someone how they are doing.
4. Ask what is new with them.
5. Listen.
6. If we hear a problem we can solve, check if they want to solve that problem first.
7. Offer a solution to their problem by presenting it as one more option they can choose from.

We don’t have to press for a presentation every time we meet a new person. Instead, we can just be friends. This feels comfortable. We help people in need, only if they want to be helped.

Take a hint.

When prospects don’t call us back, it is because … they don’t want to talk to us.

Instead of trying to create a new script for our follow-up call, why don’t we do this instead? Ask ourselves, “What did we say or do in the initial conversation that caused our prospect to avoid us in the future?”

Better words before our presentation.

“Before I show you this business, I want you to know that it is a great business. At the end of this presentation, you can decide if this business is for you, or if you want to keep things the same.”

Now prospects know they don’t have to look for flaws in the presentation, so they have excuses not to join. Now they can relax and listen to our message.

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