You know what they said. The first impression may be the most important, especially when meeting potential customers for the first time. People tend to form opinions about others based on various nonverbal cues. Therefore, when meeting with potential clients, financial advisors must present themselves in the best way from the beginning. Here are some useful tips to help you start with the right feet. They may also increase your chances of closing deals and establishing successful business relationships.
Be prepared and on time
Potential customers come to you because they need your help. They are usually recommended to you by friends or through business partners, and they think you can meet their special needs. Therefore, one of the best ways to prove your value to your customers is to be prepared. Find out the type of information and service that the customer is looking for from your first phone or email exchange with the customer. Then make sure that you have mastered the topic when the meeting is held.
Before meeting, you should also do some research on the resumes of potential clients. Know as much as possible about their working location, working hours, and any awards or recognition they may receive. Be prepared to answer questions they might have about your background and work experience.
It is also important to attend meetings on time. It shows that you are organized and that you take your work and your customers seriously. Punctuality can explain many aspects of a person, so if this is not your strength, go for it.
Beautify your office and yourself
An organized office is a sign of professionalism, so if you meet potential clients there, make sure your office is clean and tidy. You don’t want potential customers to walk into a cluttered office. Put away your files, clean up your desktop and arrange your room so that customers will immediately feel that you have enough space and time to deal with them.
If it looks like a tornado has hit your office, or it’s just messy, then meet your potential clients in a meeting or conference room. During the meeting, put your cellular device in a silent or vibrating state so that you are not constantly bombarded with messages that divert your attention away from the customers in the room with you. Potential customers want to feel that you are paying attention to them.
You should also wear professional attire. If the client intends to let you deal with his or her life savings, it is important that your appearance shows that their money is properly kept. Think of it this way. The first visit to your client is essentially to interview you to manage their funds and plan their financial future. So dress as you want. The same goes for meeting customers on weekends. Dress casually, as if you are not at work, and will not serve you well.
It’s all about your attitude
A positive attitude can make all the difference. Smile when you meet your customers for the first time and let them know that you are happy to meet them and are excited about the prospect of cooperation. When a client talks with you, make eye contact, shake hands firmly, and listen attentively. You also want to show a relaxed and focused character. People want to feel that you are open to challenges and can work under pressure.
You should also let potential customers know that you like your job and are satisfied with helping people achieve their financial goals. You should be as eager for success as they do.
Financial planners and consultants also need to ensure that they speak in a clear way that is easy for clients to understand. If you use too much jargon, you may lose customers. If they don’t understand what you’re talking about, their participation will decrease.
Be sure to talk about areas where customers will resonate emotionally in the future, such as saving for children’s education and retirement, and creating legacy. When discussing these issues, try not to bow your head to the customer. If they come to see a financial planner, it is safe to assume that they have a basic level of intelligence and should use this intelligence when you talk to them.
Know the cost
This part of the conversation may be uncomfortable, but it helps to conduct the conversation in the right way. Potential customers are looking for frank answers, not confusing. If you only work for a fee, tell them, and if you will be paid for selling certain products, tell them too. You should also understand what type of investor the client is. Ask them if they are more conservative, or if they are willing to accept risks, and then talk about how you usually work with these customers.
At the end of the meeting, be sure to review any questions or topics that are important to the client. In this way, they know that you are attentive and are taking their concerns seriously. Don’t forget to thank your customers for their time and let them know that they can contact you at any time to resolve any follow-up questions or concerns they may have.
When meeting with potential customers, you don’t want your first impression to be your last impression. Take a little more time to prepare your meeting, organize it and show your potential clients that you are doing all you can and that you care about their financial future.