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Heck, most advisors don’t even talk to their clients unless they have to! Unless it’s time to renew something, or up-sell something, or be referred to someone for something. It’s always something! It’s no wonder the number one reason clients jump from one advisor to another is because they don’t hear from their advisor enough. Your clients are looking for something too! Yes, even the clients in your “C” drawer. Clients want to know that their advisors are looking out for their best interests and keeping them informed about what’s going on and what should be going on. This is especially true when the Dow and Nasdaq are dropping by hundreds of points and political parties are rocking the economic boat. This has become our…
Continue Reading “5 Things Advisors Don’t Say to Their Clients – But Should”
Posted by Michael Goldberg in Business, Referrals. Leave a Comment
Believe it! If you don’t have deliberate (and creative) ways of staying in touch and reminding prospects and clients that you’re a valued resource, they won’t call you. Well, they may not call you. Odds are they won’t call you. Everybody is busy and rarely does it occur to your prospects that they should be getting in touch with you. It’s a case of staying top of mind! In the spirit of OOSIOOM (see the catchy title), here are some approaches you can put into practice to jump start your OOSIOOM strategy. Make your calls. Way back when, I worked on Wall Street as a broker which is to say I was a cold caller. This is before the Federal Trade Commission and Do Not…
Continue Reading “Out of Sight is Out of Mind!”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
Sales people are funny. Real funny. Especially those in the financial services industry. (Financial advisors are particularly hysterical.) Why? Because even after taking my program and being primed on the rules of networking, many forget (or somehow haven’t yet realized) that networking and selling are two completely different things. Then again, maybe it’s me. Here is a question an advisor wrote me after a lot of back and forth through email and coaching sessions on the concept of networking. It’s a question I get a lot in my networking seminars – usually from the funny ones that struggle with networking. The last few days I have been introduced to people along the way. Sometimes it is only an hour lunch or over drinks. More often…
Continue Reading “Why So Funny?”
Posted by Michael Goldberg in Networking Questions. Leave a Comment
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