Thank you very much for clicking the poll. I’ll be sending you the poll-results very soon.
For now, I’d like to talk to you about the next step in your client-conversation process. And this next step is:
STOP TALKING
Yes, it’s all about silence. Before I’m going to share some tips with you, I’d like to ask you this question:
How do you handle silence in your client-conversation?
- Do you feel comfortable?
- Do you get uncomfortable but you do your best to allow it?
- Or do you jump in when there’s silence?
If you were like me for many, many years you would jump in.
Why?
Because I always loved to share my knowledge. Although I think I’m doing a good job now, sometimes it can be difficult. For the planners who recognize this, here are some tips:
1. Ask a question and be willing to remain silent for as long as it takes your client to answer
If you want to know your client’s genuine feelings, it’s absolutely essential to ask a question and close your mouth. Silence draws out what someone feels and gives them room to feel it. You are taking your client from their head into their hearts. From their mental state into their feelings.
2. If you’re uncomfortable with silence, find out why and practice until you can tolerate it
This is a question between you and you. It may take some time, but it’s crucial that you really can be silent after you ask a question.
3. Don’t use words or nervous laughter to cover your discomfort with the silence or your discomfort with someone’s feelings
I think most of you recognize this. We tend to do or say things that don’t sound or look like ‘you’ in those situations. Please be aware of this.
Now, don’t think that your client’s feelings will be revealed immediately. It mostly takes three or four questions before your clients reveal something that feels emotively real. If you notice that people are hiding all the time, they may not respond to your first question. Even though they want to share their feelings, they may not answer your first question directly.
You see, more often than not, your client will feel unconfortable. But eventually he will appreciate the deeper connection with himself.
I hope this helps you to make your financial planning service matter.
Now, the client conversation doesn’t end here. Because you also want to go in business with your client. Don’t you?
That’s why I’m going to share the next step in my next article.
It’s about How You Enthuse Your Clients To Go In Business With You By Ethically Influencing Their Decision
To Your Success,
Ronald