John Pojeta is back with more ideas about how to turn prospects into clients.
A first meeting with a prospect can become a complex juggling act of agendas and concerns as you and your prospect both do your best to determine if continuing the conversation is worthwhile.
As the value of the prospect increases—which means the competition for that prospect’s attention increases in tandem—creating an engaging, thought-provoking meeting becomes more and more critical. The prospect already has an advisor, and she fields pitches from your competitors on a regular basis. To win the business, you have to stand out, and that means having a different kind of conversation.
Here is what most advisors don’t do when they enter a meeting: Listen.