29 October 2023
In first client meetings we often hear the importance of using the client or prospect's name. Despite this, it seems that often this is overlooked. Here's a reminder as to the importance of this massively significant communication tool...
- It's the number one attention getter, consciously or sub consciously.
- It creates instant rapport.
- It makes you feel more like a friend to the other person.
- It's still the 'sweetest sound' to the human ear.
- It personalises the conversation.
- It makes us take the interaction more seriously.
- It's difficult to ignore a question with your name being used.
The flip side is to appreciate that overuse of someone's name can have the reverse effect because it suddenly sounds patronising and possibly false.
The rule of thumb is to always use the person's name at the top of any conversation, and similarly at the end of a conversation. During the conversation, use the person's name at important points, particularly where a decision needs to be made or you need to get extra attention.
Finally, if the person is using your name back, it means they are matching you and therefore with you... so it's also a great monitor to be assured you are connecting with them.
Financial Advisors - How to turn annual reviews into instant referrals and new clients.
At no cost – Here are details of 2 face to face workshops for Financials Advisors
The fastest way to build new clients without prospecting.
Two free face-to-face meetings, one in the West Midlands area and the second in the Manchester
First event
Wednesday 15th November 2023 – 2pm to 4pm – No charge sponsored event.
Hogarths Hotel, Four Ashes Road, Dorridge, Solihull, B93 8QE
Limited numbers, so confirmation required Email justyna@berniedesouza.com
or call Bernie De Souza on 07795 600 700 to book your place.
Click here for short video.
Second event
Thursday 16th November 2023 2pm to 4pm – No charge sponsored event.
The Edwardian Manchester, Free Trade Hall, Peter Street, Manchester, M2 5GP
Limited numbers, so confirmation required. Email justyna@berniedesouza.com
or call Bernie De Souza on 07795 600 700 to book your place.
Click here for short video.
Humour
- Independent: a locket which has your photo inside.
- What do you call a fat psychic? A four chin teller.
- I had three bowls of alphabetic spaghetti and had the biggest vowel movement I've ever had.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
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